To help further embed some of the ideas we are working on with our clients - in each newsletter in the run up to Christmas we will share ideas for sales meetings to help further coach and develop your go to market teams.
Use these tips in either sales meetings or ideas for the new year's kick off sessions.
Exercise: Who's Who in the Zoo?
Instructions: Do you have an account you really want to break into? Perhaps you haven't quite found the right contacts yet.
A simple and effective exercise is to use a team meeting to discuss the account:
- Consider the company structure - how are they organised?
- Consider the personas you might want to target - create a fresh org chart without anyone's names
- Get the team to research together on LinkedIn and in the news
- Who do you know? Who is new that you could target?
Note to the manager / founder - This exercise will give you a view of how your team is thinking about accounts - and how broad they are going with the personas. It will allow for good coaching opportunities and to help pipeline generation in the most strategic accounts.