Using Targeted Account Selling to Crush Your Sales KPIs
Account-Based Selling (ABS) is a new and quickly evolving space. There’s no set playbook circulating around the Internet. This method for selling is made possible by advancing technology, increasing availability of data in the public domain and the need to find a new, effective way to sell. In this presentation you'll discover: -What Account Based Selling is -Why you should care -How to find target accounts -How to conduct research -How to establish and execute your outbound plan -The most costly mistakes -An example of ABS in action ----------- This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com
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Using Targeted Account Selling to Crush Your Sales KPIs
- 1. Using Targeted Account Selling to Crush Your Sales KPIs
- 2. Pouyan Salehi CEO & Cofounder Brandon Redlinger Growth Marketing
- 3. PersistIQ Software to make your outbound sales more effective. Smart Lead Management Outbound Campaigns Analytics
- 4. What is Account Based Selling? • Targeting accounts rather than leads • More strategic • More resources • Team effort
- 5. • Sales • Marketing It’s a team effort • Customer Success
- 6. Why should you care about ABS? • Bigger impact on your bottom line –5-10 (or more) times larger than your average deal • Quality over Quantity • More focused approach
- 7. Step 1: Finding Your Key Accounts • What does your ideal company/account profile look like? • Similar to ICP but more firmographic data • Make a list of about 50 companies that match this criteria
- 8. Step 2: Do Your Research • Public companies –10-k Filing • Private –CrunchBase –AngelList –LinkedIn
- 9. • Usually more than one at larger companies • Using call mapping • Bottom-up vs. Top-down? –Both approaches work, though many argue top down is better Step 3: Identify Decision Makers
- 10. • Number of touchpoints • Utilizing different mediums • Time between touchpoints • Content of the touchpoint Read this Hubspot article for more Step 4: Plan Your Outbound Campaign
- 11. Costly Mistakes • Not following up • Generic messaging • Reaching out with the same message • Cold outbound after you’ve already connected
- 13. Why? • Not using the right technology –The difference between marketing & sales automation • Relying too much on automation –Dangers of too much automation • Not investing enough time on strategy
- 14. Example Target: • Target Account • Target Contacts –Jason Vargas –Ben Sardella –Ilya Semin
- 15. Plan Effectively • Who to target first? • Already connected to me? • Already connected to my colleagues? • Am I the right person to reach out? • What’s the History of the relationshp?
- 16. Get Your Messaging Right Pain, Priorities, Motivations (PPM) Role PPM Messaging VP - Revenue - Pipeline - Headcount Manager - Productivity - Onboarding Sales Development Rep - Quota - Effectiveness
- 22. Add More Target Contacts
- 23. Don’t Stop
- 24. Mix It Up - Use Different Channels Email Direct Mail LinkedIn Phone Twitter Ad Targeting In-Person
- 25. Persistence Wins Right Message + Right Time + Right Channel Get Creative!
- 26. Resources: • How to Build the Perfect Sales Stack for Your Company • 5 Steps to Personalizing Your Sales Emails at Scale • The Quick Start Guide to Outbound Sales
- 27. Got Questions About ABS? • Don’t hesitate to ask! –Brandon@PersistIQ.com –Pouyan@PersistIQ.com
- 28. Get In Touch With Us! Follow us @PersistIQ LinkedIn.com/company/PersistIQ PersistIQ.com/demo