friendlyginge

Account Executive

SMB to mid market prospecting

I'm a new AE (been in the role for six months) on a full cycle inside sales team. We do all of our own prospecting, cold outreach, and selling. We are now starting to focus more on mid market accounts, and naturally I'm finding it more difficult to get in touch with the right people and set meetings. I've got a pretty large territory, and I'm trying to get organized with my prospecting into these larger accounts.

Would love tips on how you all prioritize your outreach and organize your account plans.

💼 Productivity

☕️ Workflow and Daily Habits

👑 Sales Strategy

13 comments

Sort by:

LordBusiness

Politicker

Chief Revenue Officer

Every time you make a sale, identify 20 companies and contacts who match the company as close as possible in your territory. Keep repeating this process until you’ve emptied the well. What will happen is you will be so used to selling the same type of companies and people with the same types of challenges, you’ll start gaining a level of confidence and comfort that will scale quickly!

friendlyginge

Politicker

Account Executive

Love this advice, definitely starting on this tomorrow. Trying to weave in relevant customer stories into my demos too so it would be great to “specialize” in these industries!

CuriousFox

WR Officer

🦊

Have you tried to organize by vertical market? Healthcare, K-12, Higher Education, Government, etc.?

friendlyginge

Politicker

Account Executive

Thanks for your comment! Yes I do like this idea because our software can really be used for any industry so we have a wide reach, but we to tend to do better in certain verticals. For example, Ive been doing well with setting healthcare opportunities, so I could make a healthcare list. Now that’s still about 200 hospitals and healthcare systems in my territory, and I always feel like some are getting neglected! Not to mention all the other industries in my territory. Could it be possible to have too big of a territory?🤭

CaneWolf

Politicker

Call me what you want, just sign the damn contract

What are the tools you have available to you? For instance, if you have LISN, combine with @LordBusiness said with grouping industries you think will do well.

Another thing you can try to do is work backwards a bit. Start by running searches for the right titles at companies and then qualifying the companies. Sometimes a company could be a great fit but you can't find their key people.

Could you divide and conquer as a team? I'm thinking each person pulls all the info for one type of company and becomes the master of that data and then you share with each other?

friendlyginge

Politicker

Account Executive

That’s the hardest part about using LinkedIn sales nav is that sometimes the right folks in manufacturing, O&G or transportation don’t have a LinkedIn presence! Have to call the front desk and ask the old fashioned way

alecabral

Arsonist

Director - Digital Sales Transformation

Do you have access to something like zoominfo that can help you figure out what's a good way of prioritizing your accounts? That would help I think, and then some territory planning. What are the top industries you can sell into?

friendlyginge

Politicker

Account Executive

Yes I have LinkedIn sales nav! Gonna start using the lists feature. I’m having good success in transportation and manufacturing.

alecabral

Arsonist

Director - Digital Sales Transformation

Great! That’s a good start. Remember to keep feeding those lists so you get more insights.

Blackwargreymon

Politicker

MDR

Every time you make a sale, identify 20 companies and contacts who match the company as close as possible in your territory.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Referral selling is the best type, IMO. In the absence of any real referrals, dropping the names of other customers who your prospect might know about it key. Bigger companies want to know they are in good company with other bigger companies. And a small company feels better when they know a bigger company is already a customer.

I do best when I focus in a specific geographic area. Use an anchor account to sell to others.

Error32

Politicker

ISR

then add what they were saying in the call. (And you should have asked if they have seen everything they need to make a decision) add their answer.

Clashingsoulsspell

Politicker

ISR

then add what they were saying in the call. (And you should have asked if they have seen everything they need to make a decision) add their answer.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

friendlyginge

SMB to mid market prospecting

13 comments

Related posts

Mid Market vs. Enterprise Prospecting

SMB sales VS Enterprise sales

Would you rather sell to SMB or Enterprise? Why?