Trying to be everything to everyone rarely works in B2B sales. Many teams start with a horizontal sales strategy—going after anyone who could use the product, across any industry. And that can work… until it doesn’t. When reps start losing momentum, getting buried in research, or struggling to differentiate, it’s often because they’re spread too thin.

In this episode of Closing Time, we welcome back Todd Caponi—author of The Transparency Sale and The Transparent Sales Leader, and a well-known speaker and advisor in the sales world. Todd shares how firmographic sprints in sales can help your reps build confidence, drive momentum, and sell like true industry experts. Todd talks through when might be a good time to hone in on a vertical, how to train your reps, and how it impacts your entire organization.

Watch the episode on YouTube.

 

Want expert advice delivered monthly to your inbox? Subscribe to the Closing Time newsletter to never miss an episode: https://bit.ly/3C5aZUw

 

Connect With: 

• Todd Caponi: Instagram // Twitter // LinkedIn

• Val Riley: LinkedIn 

• Insightly's Website // Unbounce's Website // LeadsRx's Website