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Enterprise prospecting

Recently, I just got a role on the enterprise side of things and was looking for some guidance. With the role, before i got their they were targeting personas within the company at any location not the HQ. In my head, the best people to target would be the HQ office, as usually they are the decision makers for the company and buying groups. Im wondering if i should be selective to the HQ or follow the personas at any location.

Also any other tips would be helpful. Thank you

🔎 Prospecting

👑 Sales Strategy

🏬 Enterprise Sales

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Sunbunny31

Politicker

Sr Sales Executive 🐰

Many times, your ICP may not be at HQ. Enterprises may have tech or marketing or online in other offices, not to mention potential remote/WFH personnel. Follow your ICP regardless of location.

You may find that your company uses HQ as a way to determine territory, but I wouldn’t only target that office.

Filth

Politicker

Live Filthy or Die Clean

From experience I once again have to agree with @Sunbunny31 I've often found the initial buy-in pain starts at a location and you get your first champion and they bring you along through the decision tree. Then you get to feel that pain throughout their network and propose the project of implementation with phased approach that fits their ideas of success and low hanging fruit for templating to all locations.

Make sure whoever you're talking to knows this is something you create with minimal interference from their side and take them step by step as you get to the end of a discovery. If you have a workflow map of this to send over with your white page and a case study you can get some real bites and look Hella profesh and come off more consultant than sales person and win the big money.

Hopefully this helps @listenlisten Spoken from a whale hunter but not necessarily a defined enterprise account holder/attacker.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You didn’t share enough details to know who the buyer is, target market, solution niche, etc.

Well the target market is fortune 500 companies with multiple locations. The ICP is usually security or IT managers depending on who we can get. Some Location have autonomy while others do corporate rollouts with the directors usually leading it as the buying groups. I rather not say the solution as i don't want to give to much information away.

poweredbycaffeine

WR Lieutenant

☕️

Bring selective to HQ worked pre 2020. Now folks can be anywhere and still have power.

Focus on the ICP and dial in with nuance based on what you learn about the org. I sold to F10 and went after CTO/CIO folks—sometimes the group CTO had more power than the main CTO because they were closer to what their group needed. Procurement was the hurdle regardless.

medhardwaredr

Politicker

Director of Sales NA

IT directors are key here. Target them first, if you can’t get to them go under them, usually a systems admin even will pickup a call or answer an email.
If you sell through the IT channel companies like Cdw or a local reseller already have the IT decision maker relationships

Beans

Big Shot

Enterprise Account Executive

Context plz fam.

jefe

Arsonist

🍁

While I wholeheartedly agree, this is giving me flashes of Toronto mans Instagram reels *shudder*

Beans

Big Shot

Enterprise Account Executive

You're right, and I'm sorry.

jefe

Arsonist

🍁

All good, Beansy

As long as I don't encounter these 'yutes' in real life I'm fine

Gasty

Notable Contributor

War Room Community Manager

Hey Listen, welcome to the War Room. Great first post. I'd like to add a few things before I respond;

This is Gasty, the WR Community Manager here.

This is an Anonymous Sales Platform, where we got some of the best Sales People. Their advice and discussions are goldmine for anyone remotely connected to Sales.

We keep doing some weekly activities like Job posts, Fun Friday’s, Monday Leaderboard’s etc. You can check those out.

Besides that the comments, posts and advices that you’ll get here is something you won’t get anywhere else.

Here you need to show value, then only you’ll be able to crack it.

Check out our commission store, if you haven’t already. Earning commissions are very easy, you just need to actively engage and post. Upvotes get you commission points.

Keep posting, interacting and engaging on whatever is happening here.

Lastly, this is not LinkedIn, you can go as detailed as you want in your posts, they must be relevant and you can check out some other posts here to get an idea. You can check some other posts out.

To come back to your questions: I think both strategies work. Persona based reachouts can give results if the decision making is not central.

Once again, welcome :)

TennisandSales

Politicker

Head Of Sales

I would continue to follow the personas. This will hopefully help you understand the decision making process if you can make some connections.

Just because they dont work at HQ doesn't mean they are not key influencers or DM's

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Enterprise prospecting

12 comments

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