eusales

Senior Account Executive

Outreach in Enterprise

Finally got a promotion to enterprise! Been in SMB sales for the last years and now facing a new territory (200+ accounts) with more complex orgs.

Any advice would be welcome but I would like to get EAE advice on:

- How to organize each week to make sure I touch the whole territory before summer

- Multithreading. Reaching out to how many people at the same time?

- Messaging

- Qualifying and when to decide to move on with prospect orgs

- Patagonia vest recommendations

🧠 Advice

👣 outbound

✍️ Sales advice

20 comments

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NoToBANT

Catalyst

Senior Account Executive

Yeah need some specifics on what you’re selling and ACV

eusales

Contributor

Senior Account Executive

See the comment below

CuriousFox

WR Officer

🦊

Congrats on your promo

eusales

Contributor

Senior Account Executive

Thank you!

Sunbunny31

Politicker

Sr Sales Executive 🐰

Who's your ICP? And if you're selling a complex solution, you need to engage IT as well.
But then that begs the question, what are you selling? Software? Or?

eusales

Contributor

Senior Account Executive

See the comment below

jefe

Arsonist

🍁

Congrats! That's a big move.

As others are saying, you need to provide more context.

eusales

Contributor

Senior Account Executive

See the comment below

BigShrimpin

Catalyst

Account executive

1. you need to do the backwards math and figure that number out yourself (give a 5-10% buffer)2. depending on the total contacts 3-5 in sequence max at a time3. problem based in their own language (aka dont feature fuck just tell them people in your ICP have x problem and how fixing it has affected them)4. enterprise can take forever to get a yes or no but if they fit your profile after basic research its worth a shot5. Men's Better Sweater® Fleece Vest in stonewash

eusales

Contributor

Senior Account Executive

Glorious

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Getting a promo like that, I would expect your company would have the confidence that you already know what to do and how to prospect. Didn't they ask you about a plan?

Grats on the new gig though and good luck.

eusales

Contributor

Senior Account Executive

I have one but I’d like to get your unbiased pov. Thanks!

Diablo

Politicker

Sr. AE

Commendable, 🥳

kneehigh

Politicker

Senior Enterprise AE

Hey mate - an E sales AE. I also have just upgraded my prospecting tools as I to all outbound myself. We have an ICP and then we have had marketing give us around 50 accounts based off this we are targeting.

For outreach I can’t recommend enough Apollo it’s bloody amazing. You can get your account list then upload that into Apollo then search for the titles you want e.g CIO and variations of this. Then add all relevant contacts to your outreach list. Then you can setup email sequence I recommend at least 3-5 make it value based and also ensure you include key pain points your solution addresses. If you upgrade your Apollo license to Pro ($100 a month) you can also get Apollo to send LinkedIn connections and messages to. All this is automated and after setting up the initial email/message copy all you have to do is add new contacts to the sequence and then it just runs in the background. You can also do A/B testing on your emails/messages and refine your outreach over time.

Good luck let me know how it goes!

eusales

Contributor

Senior Account Executive

Great info, thank you!!

Founder and Lead RevOps Consultant

Apollo is sick

eusales

Contributor

Senior Account Executive

Selling a solution to CIOs and their teams (CISO, CDAO, EA, Head of Infrastructure and Operations). ACV $150K. Territory size 250 enterprise accounts. No account management - 100% net new hunting role. Typically 4-6 mo to close a new logo (8+ meetings).

Sunbunny31

Politicker

Sr Sales Executive 🐰

key Ok! Good for you.
First step, separate those accounts into your top/middle/last priority.
From the top priority, Investigate those companies and find out what's going on there (10-Q/annual reports, news stories, quotes from the CIO in articles or stories) and use those to help with your messaging and also understanding of the company. This may also lead you to reprioritize accounts.

Then track down those contacts and start messaging. And if it's 4-6 mos after your first meeting, there's no time like the present to get started, because you have to land those meetings.
Best of luck - congratulations on the promotion!

Armageddon

Opinionated

-1

Enterprise Account Executive

Sorry to say it, but that ain’t Ent bro.. True enterprise is typically 5-20 accounts (max) high value targets for the business that will require long complex cycles to break in and win. No one could be strategic enough to do the accounts justice if they were trying to manage a 200 account territory of high value enterprise accounts.

What you have there is a commercial / mid-market patch with a fancy enterprise label slapped on top

eusales

Contributor

Senior Account Executive

In an ideal world yes, but this is a new territory so there are 200+ ent accounts. I’m not going to say no please just give me 5 accounts right? So this is why I’m asking in the first place

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