Using Targeted Account Selling to Crush Your Sales KPIs

Using Targeted Account Selling to Crush Your Sales KPIs

Pouyan SalehiCEO &

Cofounder

Brandon RedlingerGrowth Marketing

PersistIQ Software to make your outbound sales more effective. Smart Lead Management

Outbound Campaigns

Analytics

What is Account Based Selling?

•Targeting accounts rather than leads•More strategic•More resources•Team effort

•Sales •Marketing

It’s a team effort

•Customer Success

Why should you care about ABS?

•Bigger impact on your bottom line– 5-10 (or more) times larger than your

average deal

•Quality over Quantity•More focused approach

Step 1: Finding Your Key Accounts

•What does your ideal company/accountprofile look like?

•Similar to ICP but more firmographic data

•Make a list of about 50 companies that match this criteria

Step 2: Do Your Research

•Public companies– 10-k Filing

•Private– CrunchBase– AngelList– LinkedIn

•Usually more than one at larger companies

•Using call mapping•Bottom-up vs. Top-down?

– Both approaches work, though many argue

top down is better

Step 3: Identify Decision Makers

•Number of touchpoints•Utilizing different mediums•Time between touchpoints •Content of the touchpoint

Read this Hubspot article for more

Step 4: Plan Your Outbound Campaign

Costly Mistakes

• Not following up• Generic

messaging• Reaching out with

the same message• Cold outbound

after you’ve already connected

Why?• Not using the right technology

–The difference between marketing & sales automation

• Relying too much on automation–Dangers of too much automation

• Not investing enough time on strategy

Example Target:

•Target Account •Target Contacts

–Jason Vargas –Ben Sardella–Ilya Semin

Plan Effectively

• Who to target first?

• Already connected to me?

• Already connected to my colleagues?

• Am I the right person to reach out?

• What’s the History of the relationshp?

Get Your Messaging RightPain, Priorities, Motivations (PPM)

Role PPM Messaging

VP - Revenue- Pipeline- Headcount

Manager - Productivity- Onboarding

Sales Development Rep

- Quota- Effectiveness

Ready... Set... Go!

Multiple Touchpoints

Select Target Account

Select Target Contact

Start Reaching Out

Add More Target Contacts

Don’t Stop

Mix It Up - Use Different Channels

Email

Direct Mail

LinkedIn Phone

Twitter

Ad Targeting

In-Person

Persistence WinsRight Message + Right Time + Right

Channel

Get Creative!

Resources:•How to Build the Perfect Sales Stack for Your Company

•5 Steps to Personalizing Your Sales Emails at Scale

•The Quick Start Guide to Outbound Sales

Got Questions About ABS?

•Don’t hesitate to ask!– Brandon@PersistIQ.com– Pouyan@PersistIQ.com

Get In Touch With Us!

Follow us @PersistIQ

LinkedIn.com/company/PersistIQ

PersistIQ.com/demo