ItsFkingQualified

BDR

Overwhelmed - Where do I start?

I am a BDR and my territory covers over 700 accounts between two AE's - Does anyone have any advice/webinars/videos/articles on figuring out where to start? Or on how to get touch on all of these?

Also any material on how to tier my accounts when I become an AE? I'm up for promotion soon and I feel like this is pretty basic and I should know more about it by now...

Thanks!

👑 Sales Strategy

☁️ Software Tech

😎 Sales Skills

22 comments

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SaaSam

Politicker

Account Executive

I want to preface by stating I'm not trying to be a smart ass.

You should go camping or hiking.

When I'm feeling overwhelmed to the point of not even knowing where to start getting away from life for at least a few hours where there aren't modern day distractions or even people helps a lot.

It's like clearing your cache when your phone is being really slow. Helps a lot in seeing things with a higher level of clarity so that you can make a move.

At the end of the day, any move is better than no move. Only turds and dead fish go with the flow.

CuriousFox

WR Officer

🦊

I don't think you're being an ass at all 🤷‍♀️

bendandsnack

Politicker

Account Exec

I second that, I was overwhelmed earlier this year and went to Costa Rica for a month.

I was working remote for 3 weeks of that month, sunset at 6 forced me to leave my laptop at 5 and go down to the beach for a swim.

Really helps

ItsFkingQualified

Valued Contributor

BDR

Late reply here - but I actually did take the entire month of May off. Luckily my company covers paid medical for mental health ( I recently went through a very traumatic life event). So I am recharged now, and ready to go!

SunTzu

Opinionated

Legendary Historical Figure

Sort by ARR, Tech Stack, Alexa rank, similarweb, business triggers/intent, # employees, industry... no external ranking method will be useful to you though. Tiering strategy should be an intimate and detailed reflection of your company's ideal customer

ItsFkingQualified

Valued Contributor

BDR

Thats a great answer, thanks!

SunTzu

Opinionated

Legendary Historical Figure

Getting smart with salesforce filtering is a boon

Pachacuti

Politicker

They call me Daddy, Sales Daddy

How can you be up for promotion when it sounds like you're just starting out?

ItsFkingQualified

Valued Contributor

BDR

Fair question.

2/3 years as a BDR/AE in tech, I worked for smaller companies where there were no sales territories, it was just a free for all.
Now, I am at a much larger company that does use territories, and I have not been exposed to the entire strategizing process, just pieces of it.

I have basically been shadowing what the AE's are doing, starting with their top tier accounts... but I don't want to burn through these; so I'm trying to learn new strategies on how to sort through the rest of them.

When tiering accounts, I know the basic triggers to look for (funding, acquisitions, growth etc..) but there has to be more to it than that... Right?

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Have you sought out a mentor within your current company?

ItsFkingQualified

Valued Contributor

BDR

Yes, I have reached out and am waiting on a reply.

I'm sure there are a lot of different ways to go about this so was hoping to get input from more than one person, and use it all to do my own research.

Sunbunny31

Politicker

Sr Sales Executive 🐰

How to tier these companies will depend on what you're selling and your ICP, and where these accounts fit within those categories. Particularly since it sounds like you're new, reaching out to the AEs for their strategy will be key, as well as taking a look at other BDRs in the org. Does your CRM show historical record of engagement with these accounts, and can you use those closed opps to operate as warm leads? Again, it will depend on what your ICP is and what you are selling.

SADNESSLieutenant

Politicker

Officer of ♥️

One by one, through a spread sheet, you should know what a great account looks like vs a shit account by now. Look at the people in certain departments, growth, funding, product market fit, and whether or not theyve been mutilated by previous reps, it they could use your solution seriously, as well as if they just hired for people in your icp

thadeuce

Opinionated

SDR (Sales Development Rep)

Do this ⬆️

countingmyinterest

Politicker

Account Executive

first of all - smoke a j and chill, do some yoga or some shit. relax.

secondly - sort by highest intent data (if you have that)

third - figure out your company's sweet spot (ex, series B SaaS companies in marketing tech) or something and then sort by ARR

fourth - use zoominfo/lusha/leadiq to gather all decision maker emails and put them into a sequence

fifth - complete the actionable steps everyday with consistency then walah, progress

CuriousFox

WR Officer

🦊

Can we be friends?

countingmyinterest

Politicker

Account Executive

I'm game!

Gasty

Notable Contributor

War Room Community Manager

1. Segment on the basis on industry. Or account size. Or billing state. Or anything. The idea is to perceive the 700 accounts in a better manner.

2. Make sure you segment using a variable which divides your account base into manageable chunks. Like 7 segments of 100 accounts each. Or 5 of 140 accounts each.

3. A single chunk of 140 odd accounts is very manageable. Job done.

andrewwmillerr

Personal Narrative

Find out who your ICP is....? Youre telling me that ever single acct is "perfect" lol

NotCreativeEnough

Big Shot

Professional Day Ruiner

700 accounts across 2 AE's - I would start by figuring out what each AE's top 10 accounts are and focus your energy on those. Once one gets knocked off, ask them what you want to replace it with.

Next I would look at the rest, and figure out which ones have the highest revenue. They'll most likely have biggest budgets. Pull roughly 50 and those are what you'll use to backfill time.

If you want some easy wins look into which ones may not be the highest revenue, but fit your ICP really well. Those will be more likely to make a meeting because they probably won't be getting prospects as heavily by other companies.

As you get meetings, update your lists accordingly. If you're trying to prospect all 700 at the same time you're going to struggle because you won't have any focus or method.

Justatitle

Big Shot

Account Executive

Question, are you using anything such as salesloft or outreach? If yes, it gets incredibly important to set up cadences and stick to them as well as be as clean as possible in SFDC

chubbybunny

Executive

Sales Development Representative

You can categorize everything. You can create a report on SFDC with the employee numbers and different markets and then pick a few key accounts. So creating a hierarchy and diving everything into small chunks will help you focus on manageable accounts at a time.

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