eam t t wing and elopmen art 11ov A value-add mindset P Grmanaging a sales de Remember, this is sales development. Big Proving relevance to their prospects, advising opportunities always develop over time. If all on their most pressing challenges. you want is to attack a market and generate Adding value meetings fast, that’s not an ABSD program. Adding value to the conversation by reflecting One team we’ve seen has the target the prospect’s real pain points and finding ways of getting high-value prospects on the This is about penetrating big accounts and to help – even before selling starts. phone with a market insight expert for landing big deals. The ‘pile ‘em high and sell a 30-minute trends-and-implications ‘em quick’ mindset doesn’t apply. Instead, the briefing. There’s no selling at all – most successful ABSD practitioners have a until the relationship is established ‘value add’ mindset: they define the role as: and the prospect’s challenges are well understood. 97