When trying to break into an account - How do you go about preparing and prioritising time before you engage?

• Create calendar for weekly activity.

• Strategic sales need to prioritise the top 20% of account list.

• 3 customer references for storytelling, evidence and proof.

• Truth is when it comes to it - Executives want your customer success stories.

• They want to know who else are you are working with in the industry and what you have achieved for them.

• Researching the organisations by seeking Alpha.

• Do the hard work listen to their quarterly earnings calls and presentations.

• Attach your solution to one of their corporate priorities.

If you would like to receive a full transcription of the notes taken during the interview with Jim then please connect at [email protected]