How do you savages handle multi-thousand account lists?

Being moved to Mid-Market in August after hitting 200% of my quota within Enterprise accounts.

Mid-market is mostly white space, so I don't see it as a demotion, but going from 300 accounts to 3000 accounts I am not sure how to scale it.

Important details:

* Number will be about 1.5 million, less than 10 customers I can up sell 
* I don't have a BDR
* We do a lot of channel sales but moving from enterprise to MM I don't have relationships with those channel reps yet
* Our sales cycle is typically 60-90 days
* I have a power dialer
* I have zoominfo and sales navigator 
* I have outreach but we have too many sellers and we all have similar ICP across our product lines (I sell one of 7 things) so everyone is either already sequenced or people end your sequences to get to who they want.

So lay it on me, I'm up for the challenge but I'm overwhelmed on how to maximize the list of 3000 accounts efficiently. 
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braintank
Politicker
2
Enterprise Account Executive
Ruthlessly prioritize. Focus on your ICP. Don't get hung up if you don't get an immediate response, you've got an abundance of accounts and can always come back.
AssistantToTheRegional
Politicker
1
Enterprise Account Executive
Appreciate the input!



Less worried about being hung up on. More seeking advice to strategize and scale to maximize the 3000 accounts.


braintank
Politicker
2
Enterprise Account Executive
It's a platitude but don't boil the ocean. Find your account fits and go hard after them. You can only keep so many plates spinning at once.
funcoupons
WR Officer
2
👑
Agreed. Think of this as a positive... If one account isn't a good fit you have thousands more to go after. Way less pressure than if you had 100 and 10 of them tell you tell you to fuck off this week. 
Feds_Watchin
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1
AE
No clue dude. I’m enterprise and have 240. May God be with you.
AssistantToTheRegional
Politicker
0
Enterprise Account Executive
Good luck to you. Would rather have 240 than 3000.
GDO
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1
BDM
Segment segment segment 
Blackwargreymon
Politicker
1
MDR
If the War Room doesn’t have answers then I’m doomed.
AssistantToTheRegional
Politicker
0
Enterprise Account Executive
If the War Room doesn’t have answers then I’m doomed. Maybe the Sales God can help.
CaneWolf
Politicker
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Call me what you want, just sign the damn contract
I’ve been in this spot a few times. The biggest thing is to spend your time building your target accounts IMMEDIATELY. Figure out what verticals work well for your company in the MM, identify the right personnel and build that list. Then start pounding outbound.
AssistantToTheRegional
Politicker
0
Enterprise Account Executive
Thank you @canewolf that’s the conclusion I’ve reached which is how do I score the 4000 so that I spend my time in the right place. Probably a pipe dream (pun intended) but I want to touch every account by end of second quarter.
CaneWolf
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Call me what you want, just sign the damn contract
I would argue you’re better off fully focused on the top 500 then spending any time on the bottom 3500.
AssistantToTheRegional
Politicker
1
Enterprise Account Executive
I agree, but finding the 500 which is still almost 20% is still very challenging. It’s better to eat the elephant one bite at a time but in order to find the top 500, I will most likely have to sort through the other 3500. Not much can be done quickly is the challenge.
CaneWolf
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Call me what you want, just sign the damn contract
Do you have any sorting criteria?
AssistantToTheRegional
Politicker
0
Enterprise Account Executive
I have a method to score that I am trying to design based on:

LTV - are they or have they ever been a customer

FY Start - to find budget sweet spot

Known Technology - to match them to ICP

Known IT Budget - to prioritize who budgets the most  
CaneWolf
Politicker
0
Call me what you want, just sign the damn contract
What about verticals? If you have LISN, I would also look for your buyers who have worked places that own the product today. That’s often a helpful starting point. No idea what you’re selling but with mission-critical software, I make it a point to try to find places with C-suites that all have an active LinkedIn profile. It is so much harder to sell to people who don’t even use tech for personal career stuff.
AssistantToTheRegional
Politicker
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Enterprise Account Executive
Sorry forgot, I have verticals and part of the scoring model is mapped to our best performing verticals. 

I sell to CISO. Usually active on LI.

Good tip on LISN, I was going to run a search on shared connections with champions who bought from me in the past. 
Clashingsoulsspell
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ISR
Okay, so I stand corrected. We are tested two different versions of the feed right now and I got the one with Deal Stories as its own tab. This will change in the coming weeks.
Error32
Politicker
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ISR
Okay, so I stand corrected. We are tested two different versions of the feed right now and I got the one with Deal Stories as its own tab. This will change in the coming weeks.
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