SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional by Jamie Shanks
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https://www.salesartillery.com/marketing-book-podcast/spear-selling-jamie-shanks
The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will:
-Increase the volume of opportunities in a territory
-Shorten the timeline to opportunity creation in key accounts
-Increase the conversion of prospective accounts into customers
-Select the right accounts
-Plan & Storyboard the engagement strategy
-Engage with a structured process
-Activate & educate with a Bold & Different strategy than the competition
-Run or Replace (build sales pipeline with an objective framework).
If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.