180: Account Based Selling 101 With Brandon Redlinger

Brandon Redlinger is a fellow sales podcast host and the man charged with growing SAAS startup PersistIQ.

In this episode we dive into account based selling, why smart sales teams are shifting to this model and if it’s right for everyone.

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(click the time stamp to jump directly to that point in the episode.)

  • [1:30] Show intro
  • [2:21] Interview starts
  • [2:52] How do you define account based selling?
  • [7:06] What’s driving the shift towards account based selling?
  • [8:56] How does this affect the sales funnel?
  • [11:27] What’s the difference between the roles?
  • [15:38] How to keep the buyer engaged when dealing with multiple people
  • [19:55] Is everyone involved in sales now other than perhaps HR?
  • [26:31] Which is the best sales role if you want the best commission plan
  • [33:39] Once piece of advice for #SalesNation
  • [38:23] Wrap up


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Resources mentioned:

Brandon’s podcast: Stories From The Sales Floor

Bridging the gap ebook: AccountBasedEbook.com




Book: Break through advertising

Book: Scientific advertising 


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Will Barron is the founder of Salesman.Red and host of the Salesman Podcast where he entertains hundreds of thousands of millennial salespeople every month. If he isn't recording or editing shows he's racing his RX8 or riding bicycles down mountains.

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