WigDawg profile picture
WigDawg profile picture

WigDawg

Strategic Account Executive

Contributor
Personal Narrative

Sourcing

I work in employee benefits. Recently, I moved from a medical insurance carrier to the insurance broker side of the house to build my own book of business. 

Tenured producers keep telling me I need to not spray bullets everywhere, but pick 2 or 3 industries and focus on becoming an expert in that space. 

Anyone have suggestions on how to identify industries and prospects to focus my sourcing attention on so I can build a quality call sheet?

Thanks!
🛡 Insurance
💉 Medical
🔎 Prospecting
8

8 comments

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jefe
Arsonist
4
🍁
In what industries does your company have solid reference accounts and use cases? Where is the best fit?
Kosta_Konfucius
Politicker
2
Sales Rep
Exactly, go through the companies main customer success stories and target the ones in similar industries.

Bonus points connecting with the rep who sold it, to learn how it was identified
CuriousFox
WR Officer
3
🦊
Completely depends on your product. Would a certain vertical benefit from your shizz more than another?
SoccerandSales
Big Shot
1
Account Executive
Are there verticals that the company typically is successful in?
shadrach
Personal Narrative
1
Account Executive
It may just take some experimenting locally to see where you can get into. Try to get into a few different industries and see where you would be the best fit. Network your tail off in the best one.
Diablo
Politicker
1
Sr. AE
There are two things - existing industry and new industry. If your product is successfully used in a specific industry, good to target them as you have a lot of social proofs. If you are trying to altogether create a new market, new industry.
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
Work with what works best where you are and learn that thoroughly. You'll make more money now, and become an expert.

If/when you move, you now have that or those industries as experience - and you can add more as you go, if you find vertical experience to be handy.
ThatNewAE
Big Shot
0
Account Executive - Mid enterprise
Pick 10 customer studies / case studies of your company. Make a sheet of the personnas the case studies focus on, the industry they mostly involve. Now go to LinkedIn and create your own sourcing sheet of the same personnas in your region / territory and the same industry.

Start here, the more you talk, the more you'll know where all you can branch more.

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