Balancing enterprise accounts

Thanks in advance for any advice!

I'm an Enterprise SDR, targeting 10k + ee orgs. I've got 45 target accounts to go after (15 each for 3 AEs).

There could 30-40 prospects in each account, any tips on how I structure my approach to make sure each account is getting the right coverage?

Going deep into an account can take time, but I don't want to finish a month not having gone after enough accounts/leaving some out in the cold.

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Diablo

Politicker

Sr. AE

Were there any sort of engagement with any of the prospects or are they all cold outbound?

BlueShirt

Contributor

SDR

There's typically some engagement with our content but at a fairly low level individual contributor level, so it's about trying to build consensus to go up the ladder with

Sunbunny31

Politicker

Sr Sales Executive 🐰

To start with, I'd take a look at the prospects you have. Who's your target persona for your solution? Do you have those people identified at each of your accounts? That's where I'd begin, and I'd validate the rest of the prospect contacts for accuracy in whether they're still at the company and whether their role is a fit (I'm paranoid when it comes to lists and database entries), and I'd weight them based on role. I'd start outreach right away with the top few at each account, but I also wouldn't wait until I'd worked on all of my accounts. Maybe do 5 accounts or so a day - that gets you at least a first pass through all the accounts within two weeks.

BlueShirt

Contributor

SDR

Great insight - thank you! To your first question, that's part of the challenge currently. We sell a slightly niche solution, but one that can actually be owned by anyone VP level and up in Tech/IT/HR/Ops. Usually sits with Tech and IT, but finding those people invested in what we sell can be a challenge.

In chatting with my AEs we think best bet is currently dial to as many people as possible to work out who it sits with, then drill down from there. Your point about getting a first pass in the first two weeks makes total sense.

Diablo

Politicker

Sr. AE

Depending upon the engagement level, I would reach out to a few companies initially and dive deep into exploring more about what brought them to us, how they heard about us and how can we be one the ideal solutions. At the same time, I would make sure I reach out to a couple of people from the same org.

Not sure if you use a tool similar to leadfeeder, but we use leverage that to convert website visitors to customers - depending upon what page they visited, how much time they spent etc. we would put them in specific custom cadences.

BlueShirt

Contributor

SDR

Okay interesting thank you, we're actually dealing with the problem of having too many tools currently, so stuff that should be flagged (e.g interest from an account) is getting lost in the noise. I'll take a look at leadfeeder.

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BlueShirt

Balancing enterprise accounts

6 comments

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