In this episode of the "Get More at Bats" podcast, host Jamie and Amar assert that focusing on building relationships with potential customers is more effective for generating revenue than simply chasing after big-name logos. They emphasize the importance of account selection and prioritization in prospecting, stating that these decisions are crucial for success in sales. The concept of "logo chasing" is discussed as a symptom of a larger problem, which is the lack of objective decision-making in sales enablement.
The text suggests that sales professionals should prioritize accounts with the greatest probability of success and focus on building relationships with key individuals within those accounts. It also underscores the importance of the prospecting cycle and the time it takes to open doors in accounts. The text mentions a case study of LinkedIn's sales operations team, which assigns accounts based on relationships, and suggests that this approach can lead to higher success rates. Additionally, the text mentions a new case study in progress that explores the use of the social proximity model for account assignment.
The text concludes by reiterating the importance of relationship building and encourages readers to subscribe and follow the podcast for more insights on account-based selling and closing the pipeline gap.
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