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Best way to prospect into an Enterprise Account?

Enterprise Tech Sales. Software, Infrastructure, Cloud, doesn't matter.


For those of us who handle Enterprise Accounts with Subsidiaries, what have you found to be successful to prospect in?


Identifying Assets, Renewal Opportunities, etc. Let's trade tactics for starting relationships.


Sincerely,


Seth Davis,

Senior Broker,

JT Marlin

πŸ”Ž Prospecting
πŸ‘‘ Sales Strategy
20
RealPatrickBateman
Politicker
+7
Amateur Butcher
Referred Deal, Common Contacts for a warm intro or deep research to connect on a personal level first. Doesn't matter what you're selling, these roles have 10-15 other versions of you prospecting them as well so finding ways to differentiate and stand out is more work but can be more rewarding as well.Β 

I find with seasoned vets (ie. Sr. AM's, Enterprise AM's, Client Directors, etc) its more about personal connection and verifying that you align with them in some way personally, rather than "hey this guy/girl's solutions is out of this world, I have to buy!".Β 
Bo
BontheGC
Enterprise Sales
My biggest deals are always through introducers. Especially those that you can throw some money at in the deal as a thank you. The ones you pay for a thankyou you never lose

captainav
Old School Bravo
Head of Growth, Partner
Deep research on the org or the buyer or both?
RealPatrickBateman
Politicker
+7
Amateur Butcher
Deep research on both, the buyer to find ways to build rapport and the org to let them know that you KNOW them as an organization. It's much easier than it sounds, but you need an entry point into the opportunity and doing research allows for contact points that are meaningful.Β 
NorthernSalesGuru
Politicker
+5
Account Executive
Multi-Thread the living hell out of it.

It’s amazing what kind of ammunition and leverage you can get from the people you’d think have the least influence
tonysoprano
Opinionated
+5
AE
^^^
this takes a ton of effort but ends up being crazy worth it. Making it a point to be super multi threaded takes much more effort and time (sometimes) but it's doubled my deal size more often than not
sebs
Politicker
+8
BDR
Starting low, focus on getting referrals, then work your way up the ladder. By the time you get to VP level, you have lots of mutual connections and a good understanding of what their team's priorities and challenges are.
ViktorfromSales
Opinionated
+1
Enterprise Account Executive
Warm intro is the best. 1. Connect with every prospect you talk to, 2. Be nice so you can reach out later, 3. Use LinkedIn to identify 1st and 2nd degree connections.

Β If none. Go through their tech/engineering blog to find contacts that are in tech and are active in social circles. They’re your best shot at getting a response as long as your cold email is relevant and add value to them.Β 
value
OG Sales Savage
+4
Major Account Executive
First, we release a barrage of flaming arrows. Then we have the cavalry perform a classic pincer maneuver. Finally, we launch the trebuchets.Β 
Trinity
WR Officer
+7
BusDev
+1 with what Northern Sales Guru mentioned about multi-thread the account. I always start at C-suite, VP and Director and do combo-prospecting (multi-channel approach)
prempatel1
Executive
+3
Enterprise Account Executive
If you have already landed the account, I'd spend all my time documenting and branding internal use-cases and collateral and go on an absolute tear on LinkedIn, emails, and pounding the phones. Expansion is key for enterprise accounts.Β 

If you are starting green, play the long-game and do your research. Find that right champion and share the detective work you've been doing and why there should be legitimacy behind it. It's completely okay in my book to transparently tell a customer that you have designated them as a priority this year for "x, y, z reasons"Β 
SalesPharaoh
Politicker
+8
AM BDR
Word of mouth is gold
nr
nreskin
Politicker
+3
Account Director
Personal touch but also understand the company's earnings report and their highest priority challenges. If your messaging can speak to some of those points, the stakeholders at these accounts will know you've done your homework
captainav
Old School Bravo
Head of Growth, Partner
Multi-thread is cool. Hadn't heard of it put that way. Thank you!
Lambda
Politicker
+6
Sales Consultant
Dive in and start asking questions, used Linked In im telling you its an amazing tool
HappyGilmore
Politicker
+7
Account Executive
As others have said, multi-threading into these accounts helps a ton. Getting info from lower level contacts in some of those enterprise orgs as well help using that info to go leverage that in connecting with people higher up at the org. Using LinkedIn to connect with those contacts within the enterprise organizations is a good way to break in as well.
Beasthouse
Opinionated
+5
Corporate trainer
never split the difference by chris voss and Beyond reason from daniel shapiro changed my whole game
QuesoBlanco
Opinionated
+1
Enterprise Account Executive
What I tell all my SDR's who are helping me break into enterprise accounts is that there is no silver bullet. Focus on quality and quantity when reaching out. Spend an hour researching the company and specific people at all levels of the org and send them very detailed and direct emails, messages on LinkedIn etc. Can be focused on how you can help, something interesting they wrote about, common connection you have or anything else.Β 

Then spend an hour spamming the hell out of the whole org with a message that you can just reuse for them al. Could be C level, VP, or just individual contributor. Just pulled in a $1.2 million deal with the second biggest account in my state. Relationship started from a cold email I sent them inviting them to a webinar we were doing focused on their industry.Β 

Unfortunately I haven't found one avenue that works best. The people you reach out to react differently to different methods at different times so they try them all. And I've found all AE's/SDR's have different skillsets when prospecting.
KGCanada
Valued Contributor
+4
Senior Executive
From recent experience, finding a mutual connection (but trusted by both parties) is a sure way to skip the queue and get some attention.

Granted it feels very "Fine, I'll buy Turquoise Jewelry from your Nieces Etsy store... because we are friends, but you owe me a beer."

If there is a connection that can be mutual beneficial to each side of the equation - take it and run.


These are hard to find, tough to call in sometimes and take long to develop.Β  All real challenges - admittedly.Β 
TheRealPezDog
Notable Contributor
+9
Account Manager
Go balls deep in them.Β  Find a champion who will tell you everything that is going on there, then use that shit in your outreach to DM's.Β  Then use those DM's for more referrals.Β Β 
TheRealPezDog
Notable Contributor
+9
Account Manager
Go balls deep in them.Β  Find a champion who will tell you everything that is going on there, then use that shit in your outreach to DM's.Β  Then use those DM's for more referrals.Β Β 
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