Become a B2B sales ninja

Secrets Experts Know• Detailed client persona

• Bob Smith, IT Director at P&G, 40 years old, enjoys hiking and playing DOTA2, is a data nerd

• Amy Conner, VP marketing at Ebay, 35 years old, likes SEO, dogs, went to Stanford, lives in Palo alto

• Help your sales reps visualize the client as fully as possible

Persona

• Most companies skip this step because they don’t understand the value

• Think hunting dog

Secrets Experts Know• Stories

• Tell your sales reps the stories of your first sales• First users• Major enterprise deals• If they don’t know the stories they won’t know how to

connect with their prospects• People love stories – including your clients • Stories help teach your reps what to do and who to

target

#fullstacksales