Dipliu

Senior Sales Development Rep

Looking to network with folks in Strategic Account Sales (will treat to coffee)

I'm developing the Strategic Sales function at my company, which will focus solely on searching for upselling opportunities with current clients.

Would love to connect with folks that have experience with this or currently work in a similar function, as I'm hoping to get a better understanding of the nuances and best oractices across industries.

Will treat you to a Starbucks coffee!

🧠 Advice

🤝 Networking

👑 Sales Strategy

13 comments

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poweredbycaffeine

WR Lieutenant

☕️

Yuck, Starsucks.

Gonna be real hard to get someone's info since you're not able to private message anyone...and we like our anonymity.

Diablo

Politicker

Sr. AE

😅

hh456

Celebrated Contributor

sales

Guerilla mail. I’ve helped a couple people on here with it.

DungeonsNDemos

Big Shot

-1

Rolling 20's all day

AMERICA RUNS ON DUNKIN'.
Also, yes - tough to do while remaining anonymous

poweredbycaffeine

WR Lieutenant

☕️

Local shops all the way!

InQ5WeTrust

Arsonist

No marketing, mayo isn't an MQL

Might be worth adding what size company you're at and how developed the function is atm.

The flavour text helps the answer :)

Dipliu

Senior Sales Development Rep

Oof forgot to specify! I’m at a roughly 300 employee cybersecurity company. Our target audience is enterprise and mid-market companies (i.e. PayPal, Goldman Sachs, etc). The function is not developed, which is what one of my main responsibilities will be over the next few months.

hh456

Celebrated Contributor

sales

I am a cheap date. Give me coffee.

thebuckhunter

Politicker

I'm willing to meet and juggle ideas - not sure the best way to go about that given the anonymity of everything on here.

Dipliu

Senior Sales Development Rep

That’s my bad - forgot that anonymity is why we’re all here! Where I’m struggling currently is developing a playbook for future reps in our strategic function. For example, what types of cadences to use, outbound tactics, or as someone suggested above, creative methods like executive round tables. Would love to hear if you have any thoughts or advice on this

thebuckhunter

Politicker

I personally think that banking email templates isn’t the best idea, but banking snippets of information is. That way a BDR or AE can build their email as opposed to copying it. Especially intros by industry, persona, or common interests. Cadences and sequences are nice but outreach and groove pretty much store that within their respective platforms. Above all else is organization of time. Primarily beginning each day with outlining what it will take to be successful (both activity wise and deal progression) and reflecting at the end of the day.

The_Sales_Badger

Notorious Answer

Account Executive

There are so many factors that play into this. Broadly, focus on your current client base.

1) There should be a cadence established for a check-in business review every 3-months with their Account Executive.

2) Digital Marketing - grow your LinkedIn company presence. Pay for advertising for your upsell products.

3). Set-up executive roundtables for current customers meeting potential customers. (simply a podcast)

Upselling all comes down into how you "bundle" the products. Everyone loves a good bundle! If your sales team can't find a use case for multiple products in a single discovery, or doesn't understand why they are upselling in the first place, that initiative goes down quickly.

We need more data - but maybe that is helpful.

Dipliu

Senior Sales Development Rep

This is more than helpful. I love the executive round table idea! My biggest challenge is determining what type of outbound cadence works best. We have several accounts with internal champions who can make introductions, but for the companies where we don’t have it, how do we engage the different business units/subsidiaries. Thank you for the advice!

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Dipliu

Looking to network with folks in Strategic Account Sales (will treat to coffee)

13 comments

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