BTQ

Account Manager

Tips on prospecting into larger organizations?

I'm finding it difficult to get an intro meeting with larger companies like 1,000-10,000 employees.

There's so many people with good titles but when I get a hold of them they say it's not their job and to talk to a different department.

It's tough getting bounced around for all of eternity. Curious if anyone has any tricks of the trade

EDIT: I sell software to digital marketers running e-commerce websites (fashion, auto parts, shoes, anything).

the software helps put shoppers into loyalty programs and helps the shopper find the product they're looking for

🔎 Prospecting

👑 Sales Strategy

15 comments

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TennisandSales

Politicker

Head Of Sales

so i dont know what you sell so its hard to tell you who to go after.
if they are telling you its not what they handle and NO one seems to handle it. then i guess how you are describing the problem needs to change.

for big orgs i take the "ground swell" approach.
call on managers + directors to figure out the pain points that they have. once you have talked to a few of them and you have an understanding of what is going on you can go to a VP level and say:

"hey ive spoken to a number of ppl on your team and it sounds like X is a huge need right now"
thats way better than going to a VP cold.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Absolutely on point. Bottom up approach can work in these situations to gather enough pain to help you burst through.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Note to all: you’re still going to be on the phone a lot with this approach. Be prepared and persistent.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Most definitely, I find this approach as more of a "I need experience identifying problems" so that once I find a trend of who is typically the person to handle said issue/project, then moving forward I can go for them instead and cut my work down.

It's all a learning process..

OR you can start asking the senior people at your company who they typically prospect/contact.

BTQ

Politicker

Account Manager

Appreciate this @TennisandSales. Edited post to what I sell

RandyLahey

Politicker

Account Executive

Really like this - gives you more leverage in conversation as your spread your gospel. Only thing I'd add to your quote is "is this the case with you/your team?"

punishedlad

Tycoon

Business Development Team Lead

This is the way.

Maximas

Tycoon

Senior Sales Executive

I second this!

FinanceEngineer

Politicker

Sr Director, sales and partnerships

For most of these, you need multiple inroads. The longer the cycle, the number of contacts increases as well. The idea is you need to find the product buyer/user first and just keep going up the ladder. Use whomever you can to get the internal process to make life easier.

DungeonsNDemos

Big Shot

Rolling 20's all day

multithreading as much as possible is never a bad idea

RandyLahey

Politicker

Account Executive

Can you provide some more details on your vertical, product, etc.? This will help provide better advice.
As an SDR, I had found success honing in on a potential coach/champion, and making them the focus of my outreach with highly personalized emails and follow-up calls.
You need that initial breakthrough to be able to spread the gospel internally.

BTQ

Politicker

Account Manager

just edited the post... Why's Mr. Lahey dressed up as Indianapolis jones?

RandyLahey

Politicker

Account Executive

Hahah what an episode!
- Find your potential champion, be it Loyalty/Rewards manager at your target org, and hyper personalize your outreach to them. Add 5 to 10 of these quality prospects to a low volume cadence, with personalized emails. Keep pounding!
good luck

Justatitle

Big Shot

Account Executive

It's not a terrible idea to approach CMO, VP of marketing with creative outreach so that at the worst you get referred to the person that is responsible for running shopper loyalty. Also not sure how involved IT departments are with your sale but it's probably something they have a stake in as well.

revenuehunter

Executive

Global Enterprise Sales

For big Enterprises that size and scale, there would always be multiple people who could make a decision on one particular product, depending on what percent of their KRA's are impacted.

- Identify multiple people, and hyper-personalize the messaging to each of them, and the roles they have in the organization.
- Multiple Conversations.
- Job Postings for "Loyalty Managers" or the personas you're targeting, and identifying who's the hiring manager. Bang, you've got your man.
- Google - Keywords like "Loyalty Programs + XYZ". See the results and who the people talking about it are.
- A less than 3-week cadence, heavy on phone/message reach out. Something like the image attached.
- Creating the account maps.

These are standard actions, that could need to be innovated on for different industries, etc.
Keeping it simple, banging the doors, one will eventually open. You might or might not find the treasure though. If you don't there are always other hidden treasures.

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BTQ

Tips on prospecting into larger organizations?

15 comments

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