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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
Direct Mail
LinkedIn Phone
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
Get In Touch With Us!
Follow us @PersistIQ
LinkedIn.com/company/PersistIQ
PersistIQ.com/demo
