Monday Morning Sales Minute - Account Based Prospecting - May 9th
Jake Reni, Sr. Director of Enterprise Sales at Consensus joined Bob during the AA-ISP Leadership Summit to share tips on using account-based selling to improve your pipeline.
Sellers need to be able to identify who the buyers are, and help them avoid "group buying dysfunction."
Spend a few minutes learning how to improve your team's performance!
Each Monday you can learn a new tip from the Inside Sales Studio!
Connect with Jake here: https://www.linkedin.com/in/jakereni
Sellers need to be able to identify who the buyers are, and help them avoid "group buying dysfunction."
Spend a few minutes learning how to improve your team's performance!
Each Monday you can learn a new tip from the Inside Sales Studio!
Connect with Jake here: https://www.linkedin.com/in/jakereni
![](https://i.ytimg.com/vi/aUNa9Ub8hUc/mqdefault.jpg "Lauren Bailey, Founder of Factor 8 offers tips on "Celebrating Small Wins."
Leaders need to engage their reps with positive reinforcement and celebrate the small wins!
Start your week off this with quick tip from the Inside Sales Studio!")
![](https://i.ytimg.com/vi/MwP7z9N6JUw/mqdefault.jpg "This week Lauren Bailey, Founder of Factor 8 Training joins Bob to talk about "objections."
Lauren shares tips on the often forgotten step in handling objections.
How do you handle objections? Are you effectively overcoming them?
Watch now and see how you can improve on your next call!")
![](https://i.ytimg.com/vi/3SrvtxOXvRI/mqdefault.jpg "Dave Chwalik joins Bob in the Inside Sales Studio where they discuss "professional development".
Dave's 3 Tips:
- Own It - take advantage of your development
- Plan It - do weekly training
- Use It - use what you are learning!
A few resources available:
- AA-ISP Training Tuesday
- AA-ISP Frontline Friday
- AA-ISP Knowledge Center
- Blogs from Experts like Steve Richard, Josiane Feigon, and others.
Sales Books
Subscribe to the MMSM from AA-ISP and receive actionable tips in your inbox")
![](https://i.ytimg.com/vi/eThwb3vstmg/mqdefault.jpg "During this MMSM, Bob shares information on the topic of asking your prospect for permission to continue before beginning your sales pitch.
When measuring the results of asking for permission vs. just moving forward, we find taking the few seconds to "ask" really does benefits the call.
Take a 2-minutes this morning to start your sales week off right!
Subscribe to the Inside Sales Studio to get these updates right in your inbox.")
![](https://i.ytimg.com/vi/jBKEibASfas/mqdefault.jpg "During this week's Monday Morning Sales Minute Bob shares how to keep a prospect or customers attention. Bob uses the term "Involve" to break down this process!
I - Interest
N - Never
V- Verbally
O - Organize
L - Let
V - Verify
E - Express
Take a few minutes this morning to get your week off to a great start!")
![](https://i.ytimg.com/vi/vEOWBw6_F08/mqdefault.jpg "The Monday Morning Sales Minute presented by the AA-ISP and hosted by Founder & Chairman, Bob Perkins.
In this short sales tip Bob shares how to plan for your sales week ahead.
Tips Include:
1. Take a look at your "to-do's"
2. Take a look at your email
3. Look at your calendar
4. Plan your weekly agenda")
