Course Description

Over the past year we've been studying what makes sales development teams good and it all starts with understanding the who, the why and the what. Some people say you need to start with why but we believe strongly you need to start with who. Who is your target audience, then understand, why you're selling, and lastly what you're selling. With these three components in place, sales development reps can have a strong foundation to start selling.

In this session you'll learn:

  • How to identify target accounts
  • How to determine optimal contacts
  • What is the WHY of your company
  • How to sell benefits and not features

Head of InsideSales Labs

Gabe Larsen

Course curriculum

  • 1

    Start Here

    • Note from the Author

    • How To Get The Most Out Of This Game Plan

    • Introduction

  • 2

    Who Do You Sell To

    • The Who

    • Finalizing Your Qualification Table

    • Identify Target Accounts

    • Selecting Target Accounts

    • Navigating Path of Power

    • Finding Contacts

  • 3

    Why Do You Sell

    • The Why

    • Creating Your Why

  • 4

    What Do You Sell

    • The What

    • Creating an Feature Benefit Impact (FBI) Table

  • 5

    Additional Resources

    • Slide Deck