TheDuchess

Sales Enablement Queen

SDR advice: breaking into Enterprise/Strategic accounts vs. SMB

Any advice on how to successfully approach Enterprise/Strategic accounts after getting promoted from the SMB/Commercial space?

Salesloft data shows that Enterprise prospects are 65% less likely to respond to emails, and Enterprise/Strategic accounts are often more complex to research and penetrate anyway (having multiple business units, buying groups, more complicated org structures).

What approaches are you taking to get more traction inside these higher value accounts?

🔎 Prospecting

💌 Cold Emailing

👨‍🌾 SDR

8 comments

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CoorsKing

WR Officer

Retired King of the Coors Knights

1) just do a ton of research. They get thousands of calls/emails a day, your business case needs to be solid. You also get one shot when you do get a connect. Throw everything marketing has ever made away.

2) get creative - leverage partners, referrals, and your exec team to break in

3) build org charts. It will help you keep track of the LOBs and reporting

4) take both a top down and ground up approach - getting an in through a smaller business unit or LOB is a good way to get a warm into to power

For context - I covered Fortune 10 accounts in my last role. I spent 35 hours building a business case for one of my target CIOs before reaching out. The good news is there is a TON of info on these accounts on Google. Do the leg work up front, and it will work.

TheDuchess

Opinionated

Sales Enablement Queen

The exec team/partner referral approach is brilliant, thanks for sharing! Also agree that research & creativity is paramount - obviously every single business wants the big fish which creates a sea of mundane outreach. standing out is the way to fast track the reply.

Beyond annual reports/10ks and company news, were there any specific places you were going to to build the business case?

poweredbycaffeine

WR Lieutenant

☕️

Highly personalized outreach via an omnichannel outreach strategy. Phone, email, LinkedIn.

You can't slip up in an ENT account because these folks talk--and once you've goofed it hard with one of the target prospects they'll tell their colleagues to not work with you.

Get personalized, get specific, and get to it.

CuriousFox

WR Officer

🦊

Research. Then research more. Make your emails personalized and short. Bullet points are best. Use LinkedIn too.

Gyro25

Notorious Answer

Account Executive

Following cuz I got moved to Enterprise Accounts/Partnerships as well. 🤔

IYNFYL

Politicker

Enterprise SaaS AE

Enterprise is more difficult to prospect into only because there are more people selling to this section. You have to be more personalized and show the value to them to move the needle. Doing the pray and spray methodology won’t get you anywhere in this segment

goose

Politicker

Sales Executive

It’s not what you know, it’s who you know. Or more importantly, who knows you. Cold outreach doesn’t work with many business leaders. Too much risk. Buyers will only do business with people they know and people their friends know. Network.

Money

Executive

Head of Sales

If it hasn't been mentioned yet, consultative approach is paramount.

In all initial approach they need to see that you know their business, understand their needs, and have a unique solution they may not have considered.

Transactional selling techniques like creating FOMO and working the emotional sales angle are going to fall flat. If you are apt at demonstrating why x solution is going to help them achieve y result, then you maximize your probability of closing a deal.

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TheDuchess

SDR advice: breaking into Enterprise/Strategic accounts vs. SMB

8 comments

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