For salespeople with fewer than 20 accounts in their territory that require a comprehensive analysis of each company, line-of-business-specific content to share with decision-makers, and cannot afford to waste any time prospecting to dead ends.  

They are experts at coordinating the right resources to maximise their value to each customer engagement and are constantly investigating innovative ways to understand company-wide problems and deliver intelligent solutions.

For salespeople with around 100 target accounts in their territory that need to scale their outreach and outsource repetitive tasks so that they can focus on building credible relationships with each of the line-of-businesses decision-makers.  They will need to close 3-4 decently sized deals to over-achieve the year's target and will be expected to have meetings with potential new deals almost every day.

They are experts at managing the sales cycle and will stop at nothing to hit their annual revenue targets.

These are the hunters that live and breathe building up and closing down deals.  They'll need to maximise all potential revenue streams to ensure they have enough quality deals to report on each week.  The only way to hit their target is to build a maxed-out engagement model that hits the threshold of InMails, grows their network to the limit, sends a sequence of messages via email and 1st Degree LinkedIn Connections consistently, and hitting the phone every single day.  

They are expert communicators.