The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

The days of “spray and pray” selling are over. So how can sellers maintain a consistently full pipeline of prospects and leads? Through targeted and account-based selling. In today’s episode of The Sales Evangelist, Donald is joined by the VP of Sales Management at Crunchbase, Ang McManamon, to discuss how she uses account-based selling in her own work. Why go into account-based selling? A year ago, Ang’s team talked to their best clients and saw an appetite for account-based selling. Prospects would use Crunchbase for funding and capital management news, and people liked the database options for prospecting. There are so many sales tools today, yet finding high-quality accounts and decision-makers is still tricky. Before, there were no strategic ways of looking at accounts and contacts. Now, you can be intentional with your actions. Setting up Crunchbases’s account-based selling: First, figure out the target audience. Companies say they do it, but they frequently don’t get precise enough to best impact th