This week, we will share with you the fourth best practice as discovered through a series of interviews with top account acquisition reps. Best practice #4 is: Top Hunters build compelling value propositions and emphasize them when prospecting.

Now that we have discussed developing insights, let’s get into how to use them. Ultimately, the value in having the fresh perspective is positioning yourself and your company to uniquely help potential customers address their challenges. Top performing hunters are not only effective at developing insights, but also at sharing them in a way that creates a differentiated value proposition for themselves and their company.

They do this by:

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Another week, another best practice for “Increasing New Account Sales”! This week, we will share with you the third best practice as discovered through a series of interviews with top account acquisition reps. Best practice #3 is: Top Hunters use insights to generate interest with target accounts.

Based on the Harvard Business Review article “The End of Solution Sales” there has been a ton of buzz in the marketplace about insights. It seems like every sales executive that I speak with mentions something like “Our people need to use insights when selling.” However, like most buzz-worthy topics, many organizations have a very difficult time figuring out what they mean for them and how to apply them in a way that leads to improved results. The Top Hunters that we spoke with provided some great, practical tips for using insights to generate interest that you can apply within your organization.

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We’re back again to continue our blog series on how to increase new account sales. This week, we share with you the second best practice which is that top hunters maximize their prospecting time.

Top hunters value their prospecting time and make the best use of it by focusing on best fit accounts. As we spoke with top performing account acquisition sales people, the topic of effective time prioritization came up repeatedly. One particularly eloquent sales person put it this way, “All I have is my time. I can’t make up for time spent with a low quality prospect. Spending time with the right prospects can make or break me.”

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