Welcome back to our series on best practices of top account acquisition sales reps. In this post, we share the fifth best practice as discovered through interviews with top account acquisition reps. Best practice 5 is that top sales hunters clearly understand the buying team and buying process for their target accounts.
Having a differentiated and compelling value proposition is critical for winning new accounts. Top hunters recognize that a strong value proposition by itself is not enough. As one of the top hunters said, “I am always working to understand how the customer is going to buy. I focus on figuring out who will be involved in the decision, how they will make the decision and how everyone will be involved in the process.” As we spoke with additional top hunters it became clear that there were two key things that they focused on understanding when working to win new logos: