Empowering Sales Teams: The Found&Chosen Approach

At Found&Chosen, the focal point of our weekly ABM Account Executive (AE) Call is to transform data into a powerful tool for sales teams. This crucial meeting is not just about reviewing numbers; it's a strategic session where we contextualize intent data, offering our sales teams and those of our clients a deeper understanding of where to focus their efforts.

Our goal is to ensure that every AE is equipped not just with data, but with the insights needed to connect more meaningfully with their prospects. The ABM AE Call is designed to sift through the noise, highlight the most promising opportunities, and empower our sales teams to engage with their prospects on a significantly deeper level. This isn't merely a feature of our service; it's the very essence of how we empower sales teams to excel in the art of targeted, effective salesmanship.

Tailoring Strategy to Client Needs with Insight and Intent Data

Each client, unique in their industry, market position, and sales goals, receives a bespoke experience in their ABM AE Call. Here, insights and intent data are not just numbers and trends; they are the building blocks of a tailored strategy, meticulously constructed to resonate with the specific challenges and opportunities our clients face.

In these sessions, we delve deep into the data, uncovering not just who is interacting with our clients' brands, but how and why. This granular understanding enables sales teams to move beyond generic pitches to meaningful conversations, precisely aligned with the prospects' stage in the buying journey and specific pain points.

The Dual Role of Leadership in Sales Organizations

Our philosophy recognizes that effective sales leadership is not a monolith but a dynamic, multifaceted role. In our collaboration with clients, we emphasize the distinction and synergy between two pivotal roles:

1. The Player Coach: Much like our ABM Sales Call, the Player Coach is actively involved in the field, not just directing but participating, learning, and adapting. This role is about leading by example, using insights and intent data to make informed decisions on the fly, and guiding the team through personal involvement and engagement.
2. The Manager of the Sales Organization: This role is strategic and organizational, focusing on the broader picture. Here, the leader is the architect of the sales strategy, the one who aligns the data-driven insights with the company's overarching goals, ensuring that every tactic, every call, and every interaction fits into the grand mosaic of the company's vision for success.

Typically, our clients have hired for the second role. It's really hard to find someone that does both to an effective standard. We find the ABM AE Call fills the gap on the first role, which supports the performance of The Manager of the Sales Organization.

At Found&Chosen, we believe that empowering our clients' sales teams with data-driven insights and a clear understanding of the dual nature of sales leadership is not just about making sales; it's about making a difference. It's about transforming every sales call from a routine interaction into a strategic, insightful conversation that drives not just sales, but meaningful engagement and lasting partnerships.