Must be good at time blocking.

• You must conduct the depth of research - otherwise how are you going to add value to those accounts?

• Many technology companies get training wrong, they focus only on features of the products.

• Focus on your prospects business issues and provide proof – your customer case studies.

• My top strategic sales achievers do not want to know too much about the product. They are focussed on the customer and the relationship.

Be curious enough to add value to your Top 5 prospects

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