Discover your customers problems w/ Cait Kennedy, Founder & CEO of Spoons | Ep 047

Connect with Cait Kennedy on LinkedIn,  Visit Get Spoons.io Connect with Paul M. Caffrey on LinkedIn.  Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Summary In this conversation, Kate Kennedy discusses the topic of account-based sales and the importance of research in the sales process. She explains that account-based sales is most effective for companies with larger deal sizes and longer sales cycles. Kate provides insights on how to build a list of target accounts, emphasizing the need to focus on accounts with urgent, painful problems that can be solved by the seller's solution. She also shares tips on reaching out to junior people in organizations and highlights the importance of ongoing research throughout the sales cycle.   Takeaways Account-based sales is most effective for companies with larger deal sizes and longer sales cycles. When building a list of target accounts, focus on accounts with urgent, painful problems that can be solved by your solution. Reach out to junior people in organizations to validate the existence of a problem and gather insights. Ongoing research throughout the sales cycle is crucial to stay informed about changes in the organization and industry. Focus on the prospect's problem and provide insights into solving it at every stage of the sales process.     Are you an Ambitious Account Executive looking to fill your pipeline in 90 days or less? Then check this out.