SlideShare a Scribd company logo
1 of 28
Using Targeted Account Selling
to Crush Your Sales KPIs
Pouyan Salehi
CEO & Cofounder
Brandon Redlinger
Growth 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/account
profile 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 Right
Pain, 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 Wins
Right 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

More Related Content

What's hot

Product Market Fit - How to know your product is market fit
Product Market Fit - How to know your product is market fitProduct Market Fit - How to know your product is market fit
Product Market Fit - How to know your product is market fitSaif Hassan
 
Outbound prospecting for highly targeted lead flow
Outbound prospecting for highly targeted lead flowOutbound prospecting for highly targeted lead flow
Outbound prospecting for highly targeted lead flowDavid Skok
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook TemplateDemand Metric
 
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursDeveloping Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursAdam Moalla
 
Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...
Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...
Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...Go To Market Consulting LLC
 
Building a High Performing SDR Team
Building a High Performing SDR Team Building a High Performing SDR Team
Building a High Performing SDR Team DiscoverOrg
 
The SaaS business model
The SaaS business modelThe SaaS business model
The SaaS business modelDavid Skok
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleParesh Baghel
 
Go-to-market Strategy and Customer Acquisition - Mind your Business 2014
Go-to-market Strategy and Customer Acquisition - Mind your Business 2014 Go-to-market Strategy and Customer Acquisition - Mind your Business 2014
Go-to-market Strategy and Customer Acquisition - Mind your Business 2014 Marie Laenen
 
8 Effective B2B Sales Techniques
8 Effective B2B Sales Techniques8 Effective B2B Sales Techniques
8 Effective B2B Sales TechniquesLeadSquared
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGuillaume Lerouge
 
5 sales funnel
5 sales funnel5 sales funnel
5 sales funnelArun E
 
The sales funnel
The sales funnelThe sales funnel
The sales funnelJeff Hall
 
Training manual - customer development
Training manual - customer developmentTraining manual - customer development
Training manual - customer developmentStartup Braga
 
Startup Marketing: A Systems Approach
Startup Marketing: A Systems ApproachStartup Marketing: A Systems Approach
Startup Marketing: A Systems ApproachApril Dunford
 

What's hot (20)

Product Market Fit - How to know your product is market fit
Product Market Fit - How to know your product is market fitProduct Market Fit - How to know your product is market fit
Product Market Fit - How to know your product is market fit
 
Outbound prospecting for highly targeted lead flow
Outbound prospecting for highly targeted lead flowOutbound prospecting for highly targeted lead flow
Outbound prospecting for highly targeted lead flow
 
Go-to-Market Strategies
Go-to-Market StrategiesGo-to-Market Strategies
Go-to-Market Strategies
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook Template
 
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & EntrepreneursDeveloping Your Go to Market Strategy - For Startup Founders & Entrepreneurs
Developing Your Go to Market Strategy - For Startup Founders & Entrepreneurs
 
Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...
Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...
Go To Market Strategy - How To Create Profit Generating Sales & Marketing Str...
 
Spin selling training
Spin selling   trainingSpin selling   training
Spin selling training
 
Building a High Performing SDR Team
Building a High Performing SDR Team Building a High Performing SDR Team
Building a High Performing SDR Team
 
Sales funnel
Sales funnel   Sales funnel
Sales funnel
 
The SaaS business model
The SaaS business modelThe SaaS business model
The SaaS business model
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_Sample
 
Go-to-market Strategy and Customer Acquisition - Mind your Business 2014
Go-to-market Strategy and Customer Acquisition - Mind your Business 2014 Go-to-market Strategy and Customer Acquisition - Mind your Business 2014
Go-to-market Strategy and Customer Acquisition - Mind your Business 2014
 
8 Effective B2B Sales Techniques
8 Effective B2B Sales Techniques8 Effective B2B Sales Techniques
8 Effective B2B Sales Techniques
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companies
 
5 sales funnel
5 sales funnel5 sales funnel
5 sales funnel
 
Sfe final
Sfe finalSfe final
Sfe final
 
The sales funnel
The sales funnelThe sales funnel
The sales funnel
 
Training manual - customer development
Training manual - customer developmentTraining manual - customer development
Training manual - customer development
 
Value selling revisited
Value selling revisited Value selling revisited
Value selling revisited
 
Startup Marketing: A Systems Approach
Startup Marketing: A Systems ApproachStartup Marketing: A Systems Approach
Startup Marketing: A Systems Approach
 

Viewers also liked

Metodologia TAS para empresas IT
Metodologia TAS para empresas ITMetodologia TAS para empresas IT
Metodologia TAS para empresas ITguest87e771
 
10 step sales process
10 step sales process10 step sales process
10 step sales processeconnexx
 
Strategic Planning PowerPoint Presentation
Strategic Planning PowerPoint PresentationStrategic Planning PowerPoint Presentation
Strategic Planning PowerPoint PresentationLawrence Podgorny
 
How to Write Emails People WANT to Respond to [Sales Template]
How to Write Emails People WANT to Respond to [Sales Template]How to Write Emails People WANT to Respond to [Sales Template]
How to Write Emails People WANT to Respond to [Sales Template]HubSpot
 
G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...
G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...
G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...gklim
 
The Sales Hunter Key Account Selling Workbook 2011
The Sales Hunter Key Account Selling Workbook 2011The Sales Hunter Key Account Selling Workbook 2011
The Sales Hunter Key Account Selling Workbook 2011Mark Hunter
 
Life Cycle Of Pre Sales
Life Cycle Of  Pre  SalesLife Cycle Of  Pre  Sales
Life Cycle Of Pre SalesShobhit Khanna
 
Using Account-Based Selling To Crush Your Sales Development KPIs
Using Account-Based Selling To Crush Your Sales Development KPIsUsing Account-Based Selling To Crush Your Sales Development KPIs
Using Account-Based Selling To Crush Your Sales Development KPIsDatanyze
 
Demand Metric - Executive Marketing Advisory Membership
Demand Metric - Executive Marketing Advisory MembershipDemand Metric - Executive Marketing Advisory Membership
Demand Metric - Executive Marketing Advisory MembershipJesse Hopps
 
Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...
Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...
Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...Microsoft Technet France
 
MAD MEN Business Tips
MAD MEN Business TipsMAD MEN Business Tips
MAD MEN Business TipsJerome Ware
 
Continuous Improvement - MEDDIC high impact solution overview
Continuous Improvement - MEDDIC high impact solution overviewContinuous Improvement - MEDDIC high impact solution overview
Continuous Improvement - MEDDIC high impact solution overviewsteve ammann
 
Best Practices for Sales and Marketing Alignment: Working for the Same Team
Best Practices for Sales and Marketing Alignment: Working for the Same TeamBest Practices for Sales and Marketing Alignment: Working for the Same Team
Best Practices for Sales and Marketing Alignment: Working for the Same TeamJaxzenMarketing
 
Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...
Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...
Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...Debashish Brahma
 
Selling Account-Based Marketing (ABM) Internally To Your Organization
Selling Account-Based Marketing (ABM) Internally To Your OrganizationSelling Account-Based Marketing (ABM) Internally To Your Organization
Selling Account-Based Marketing (ABM) Internally To Your OrganizationHeinz Marketing Inc
 

Viewers also liked (17)

Metodologia TAS para empresas IT
Metodologia TAS para empresas ITMetodologia TAS para empresas IT
Metodologia TAS para empresas IT
 
10 step sales process
10 step sales process10 step sales process
10 step sales process
 
Strategic Planning PowerPoint Presentation
Strategic Planning PowerPoint PresentationStrategic Planning PowerPoint Presentation
Strategic Planning PowerPoint Presentation
 
How to Write Emails People WANT to Respond to [Sales Template]
How to Write Emails People WANT to Respond to [Sales Template]How to Write Emails People WANT to Respond to [Sales Template]
How to Write Emails People WANT to Respond to [Sales Template]
 
G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...
G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...
G K Lim\'s "Selling Successfully to Corporate and Major Accounts," ...
 
"Selling" Open Source 101
"Selling" Open Source 101"Selling" Open Source 101
"Selling" Open Source 101
 
KNOW OUR SELVES
KNOW OUR SELVESKNOW OUR SELVES
KNOW OUR SELVES
 
The Sales Hunter Key Account Selling Workbook 2011
The Sales Hunter Key Account Selling Workbook 2011The Sales Hunter Key Account Selling Workbook 2011
The Sales Hunter Key Account Selling Workbook 2011
 
Life Cycle Of Pre Sales
Life Cycle Of  Pre  SalesLife Cycle Of  Pre  Sales
Life Cycle Of Pre Sales
 
Using Account-Based Selling To Crush Your Sales Development KPIs
Using Account-Based Selling To Crush Your Sales Development KPIsUsing Account-Based Selling To Crush Your Sales Development KPIs
Using Account-Based Selling To Crush Your Sales Development KPIs
 
Demand Metric - Executive Marketing Advisory Membership
Demand Metric - Executive Marketing Advisory MembershipDemand Metric - Executive Marketing Advisory Membership
Demand Metric - Executive Marketing Advisory Membership
 
Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...
Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...
Gestion Documentaire Enrichie pour SharePoint 2010 : Capture, Recherche et Co...
 
MAD MEN Business Tips
MAD MEN Business TipsMAD MEN Business Tips
MAD MEN Business Tips
 
Continuous Improvement - MEDDIC high impact solution overview
Continuous Improvement - MEDDIC high impact solution overviewContinuous Improvement - MEDDIC high impact solution overview
Continuous Improvement - MEDDIC high impact solution overview
 
Best Practices for Sales and Marketing Alignment: Working for the Same Team
Best Practices for Sales and Marketing Alignment: Working for the Same TeamBest Practices for Sales and Marketing Alignment: Working for the Same Team
Best Practices for Sales and Marketing Alignment: Working for the Same Team
 
Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...
Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...
Exide Industries: Strategic Sales Effectiveness Workshop At Exide , Pan India...
 
Selling Account-Based Marketing (ABM) Internally To Your Organization
Selling Account-Based Marketing (ABM) Internally To Your OrganizationSelling Account-Based Marketing (ABM) Internally To Your Organization
Selling Account-Based Marketing (ABM) Internally To Your Organization
 

Similar to Using Targeted Account Selling to Crush Your Sales KPIs

Ten ideas to help you develop a successful inside sales plan for 2015
Ten ideas to help you develop a successful inside sales plan for  2015Ten ideas to help you develop a successful inside sales plan for  2015
Ten ideas to help you develop a successful inside sales plan for 2015David Malone
 
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing ResultsEllie Mirman
 
5 Unexpected, Low-budget Ways to Find Your Next Hire
5 Unexpected, Low-budget Ways to Find Your Next Hire5 Unexpected, Low-budget Ways to Find Your Next Hire
5 Unexpected, Low-budget Ways to Find Your Next HireLinkedIn Talent Solutions
 
A How-To Guide on Lead Nurturing: Managing Your Sales Leads
A How-To Guide on Lead Nurturing: Managing Your Sales LeadsA How-To Guide on Lead Nurturing: Managing Your Sales Leads
A How-To Guide on Lead Nurturing: Managing Your Sales LeadsSalesOptimize
 
The Online Marketing Revolution - How inbound marketing works for B2B companies
The Online Marketing Revolution - How inbound marketing works for B2B companiesThe Online Marketing Revolution - How inbound marketing works for B2B companies
The Online Marketing Revolution - How inbound marketing works for B2B companiesReLaunchU
 
Webinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt Peterson
Webinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt PetersonWebinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt Peterson
Webinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt PetersonMatt Peterson
 
Lean Marketing & Growth Hacking - How to Create Growth with Limited Resources
Lean Marketing & Growth Hacking - How to Create Growth with Limited ResourcesLean Marketing & Growth Hacking - How to Create Growth with Limited Resources
Lean Marketing & Growth Hacking - How to Create Growth with Limited ResourcesAlgorand
 
Harnessing the Power of Segmentation for Marketing Results #INBOUND2013
Harnessing the Power of Segmentation for Marketing Results #INBOUND2013Harnessing the Power of Segmentation for Marketing Results #INBOUND2013
Harnessing the Power of Segmentation for Marketing Results #INBOUND2013HubSpot
 
The Power Of Lead Nurturing - Bristol HubSpot User Group
The Power Of Lead Nurturing - Bristol HubSpot User GroupThe Power Of Lead Nurturing - Bristol HubSpot User Group
The Power Of Lead Nurturing - Bristol HubSpot User GroupNoisy Little Monkey
 
The Beginner's Guide to Account-Based Marketing(ABM) Success
The Beginner's Guide to Account-Based Marketing(ABM) SuccessThe Beginner's Guide to Account-Based Marketing(ABM) Success
The Beginner's Guide to Account-Based Marketing(ABM) SuccessSalesIntel
 
HubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound CampaignHubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound CampaignNikita Smits
 
Predictable Revenue
Predictable RevenuePredictable Revenue
Predictable RevenuePromptCloud
 
Accelerating Sales with Better Email Marketing Practices
Accelerating Sales with Better Email Marketing PracticesAccelerating Sales with Better Email Marketing Practices
Accelerating Sales with Better Email Marketing PracticesHeinz Marketing Inc
 
13 Growth Hacking Tips for Beginners
13 Growth Hacking Tips for Beginners13 Growth Hacking Tips for Beginners
13 Growth Hacking Tips for BeginnersGrowth Republic
 
HighRoad/C-Systems Joint Webinar Marketing Automation for iMIS
HighRoad/C-Systems Joint Webinar Marketing Automation for iMISHighRoad/C-Systems Joint Webinar Marketing Automation for iMIS
HighRoad/C-Systems Joint Webinar Marketing Automation for iMISHighRoad Solution
 
Turn B2B Leads Into Sales; Align Marketing & Sales
Turn B2B Leads Into Sales; Align Marketing & SalesTurn B2B Leads Into Sales; Align Marketing & Sales
Turn B2B Leads Into Sales; Align Marketing & SalesNuSpark Marketing
 
Real World Rules for Lead Scoring & Prioritization
Real World Rules for Lead Scoring & PrioritizationReal World Rules for Lead Scoring & Prioritization
Real World Rules for Lead Scoring & PrioritizationLeadLife Solutions
 
Optimizing Your Sales Tech Stack for High Performance
Optimizing Your Sales Tech Stack for High PerformanceOptimizing Your Sales Tech Stack for High Performance
Optimizing Your Sales Tech Stack for High PerformanceVeelo
 

Similar to Using Targeted Account Selling to Crush Your Sales KPIs (20)

Motarme - Blog Post - B2B Lead Generation.pptx
Motarme - Blog Post - B2B Lead Generation.pptxMotarme - Blog Post - B2B Lead Generation.pptx
Motarme - Blog Post - B2B Lead Generation.pptx
 
Ten ideas to help you develop a successful inside sales plan for 2015
Ten ideas to help you develop a successful inside sales plan for  2015Ten ideas to help you develop a successful inside sales plan for  2015
Ten ideas to help you develop a successful inside sales plan for 2015
 
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
 
5 Unexpected, Low-budget Ways to Find Your Next Hire
5 Unexpected, Low-budget Ways to Find Your Next Hire5 Unexpected, Low-budget Ways to Find Your Next Hire
5 Unexpected, Low-budget Ways to Find Your Next Hire
 
A How-To Guide on Lead Nurturing: Managing Your Sales Leads
A How-To Guide on Lead Nurturing: Managing Your Sales LeadsA How-To Guide on Lead Nurturing: Managing Your Sales Leads
A How-To Guide on Lead Nurturing: Managing Your Sales Leads
 
The Online Marketing Revolution - How inbound marketing works for B2B companies
The Online Marketing Revolution - How inbound marketing works for B2B companiesThe Online Marketing Revolution - How inbound marketing works for B2B companies
The Online Marketing Revolution - How inbound marketing works for B2B companies
 
Webinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt Peterson
Webinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt PetersonWebinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt Peterson
Webinar: 5 Things to Prepare Your Company for Growth - 2-time CEO, Matt Peterson
 
Lean Marketing & Growth Hacking - How to Create Growth with Limited Resources
Lean Marketing & Growth Hacking - How to Create Growth with Limited ResourcesLean Marketing & Growth Hacking - How to Create Growth with Limited Resources
Lean Marketing & Growth Hacking - How to Create Growth with Limited Resources
 
Harnessing the Power of Segmentation for Marketing Results #INBOUND2013
Harnessing the Power of Segmentation for Marketing Results #INBOUND2013Harnessing the Power of Segmentation for Marketing Results #INBOUND2013
Harnessing the Power of Segmentation for Marketing Results #INBOUND2013
 
The Power Of Lead Nurturing - Bristol HubSpot User Group
The Power Of Lead Nurturing - Bristol HubSpot User GroupThe Power Of Lead Nurturing - Bristol HubSpot User Group
The Power Of Lead Nurturing - Bristol HubSpot User Group
 
The Beginner's Guide to Account-Based Marketing(ABM) Success
The Beginner's Guide to Account-Based Marketing(ABM) SuccessThe Beginner's Guide to Account-Based Marketing(ABM) Success
The Beginner's Guide to Account-Based Marketing(ABM) Success
 
HubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound CampaignHubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound Campaign
 
Predictable Revenue
Predictable RevenuePredictable Revenue
Predictable Revenue
 
Accelerating Sales with Better Email Marketing Practices
Accelerating Sales with Better Email Marketing PracticesAccelerating Sales with Better Email Marketing Practices
Accelerating Sales with Better Email Marketing Practices
 
13 Growth Hacking Tips for Beginners
13 Growth Hacking Tips for Beginners13 Growth Hacking Tips for Beginners
13 Growth Hacking Tips for Beginners
 
HighRoad/C-Systems Joint Webinar Marketing Automation for iMIS
HighRoad/C-Systems Joint Webinar Marketing Automation for iMISHighRoad/C-Systems Joint Webinar Marketing Automation for iMIS
HighRoad/C-Systems Joint Webinar Marketing Automation for iMIS
 
Turn B2B Leads Into Sales; Align Marketing & Sales
Turn B2B Leads Into Sales; Align Marketing & SalesTurn B2B Leads Into Sales; Align Marketing & Sales
Turn B2B Leads Into Sales; Align Marketing & Sales
 
Real World Rules for Lead Scoring & Prioritization
Real World Rules for Lead Scoring & PrioritizationReal World Rules for Lead Scoring & Prioritization
Real World Rules for Lead Scoring & Prioritization
 
Optimizing Your Sales Tech Stack for High Performance
Optimizing Your Sales Tech Stack for High PerformanceOptimizing Your Sales Tech Stack for High Performance
Optimizing Your Sales Tech Stack for High Performance
 
Is your business ready for marketing automation?
Is your business ready for marketing automation?Is your business ready for marketing automation?
Is your business ready for marketing automation?
 

More from Brandon Redlinger

Engagio + RollWorks ABM Roadshow
Engagio + RollWorks ABM RoadshowEngagio + RollWorks ABM Roadshow
Engagio + RollWorks ABM RoadshowBrandon Redlinger
 
Top 10 Podcasts Every Salesperson Needs to be Listening To
Top 10 Podcasts Every Salesperson Needs to be Listening ToTop 10 Podcasts Every Salesperson Needs to be Listening To
Top 10 Podcasts Every Salesperson Needs to be Listening ToBrandon Redlinger
 
How to Use Sales Enablement to Increase Pipeline and Drive Revenue
How to Use Sales Enablement to Increase Pipeline and Drive RevenueHow to Use Sales Enablement to Increase Pipeline and Drive Revenue
How to Use Sales Enablement to Increase Pipeline and Drive RevenueBrandon Redlinger
 
The Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQThe Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQBrandon Redlinger
 
The Complete Guide to Sales Development Leadership
The Complete Guide to Sales Development LeadershipThe Complete Guide to Sales Development Leadership
The Complete Guide to Sales Development LeadershipBrandon Redlinger
 
Successful sales strategies 3
Successful sales strategies   3Successful sales strategies   3
Successful sales strategies 3Brandon Redlinger
 
Successful Sales Strategies Session #2
Successful Sales Strategies Session #2Successful Sales Strategies Session #2
Successful Sales Strategies Session #2Brandon Redlinger
 
The Rise of Sales Development
The Rise of Sales DevelopmentThe Rise of Sales Development
The Rise of Sales DevelopmentBrandon Redlinger
 
4 Critical Factors to Sales Follow Up Campaign Success
4 Critical Factors to Sales Follow Up Campaign Success4 Critical Factors to Sales Follow Up Campaign Success
4 Critical Factors to Sales Follow Up Campaign SuccessBrandon Redlinger
 
How to Automate Demand Generation and Personalized Sales Campaigns
How to Automate Demand Generation and Personalized Sales CampaignsHow to Automate Demand Generation and Personalized Sales Campaigns
How to Automate Demand Generation and Personalized Sales CampaignsBrandon Redlinger
 

More from Brandon Redlinger (10)

Engagio + RollWorks ABM Roadshow
Engagio + RollWorks ABM RoadshowEngagio + RollWorks ABM Roadshow
Engagio + RollWorks ABM Roadshow
 
Top 10 Podcasts Every Salesperson Needs to be Listening To
Top 10 Podcasts Every Salesperson Needs to be Listening ToTop 10 Podcasts Every Salesperson Needs to be Listening To
Top 10 Podcasts Every Salesperson Needs to be Listening To
 
How to Use Sales Enablement to Increase Pipeline and Drive Revenue
How to Use Sales Enablement to Increase Pipeline and Drive RevenueHow to Use Sales Enablement to Increase Pipeline and Drive Revenue
How to Use Sales Enablement to Increase Pipeline and Drive Revenue
 
The Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQThe Future Of Consultative Selling with RAIN Group and PersistIQ
The Future Of Consultative Selling with RAIN Group and PersistIQ
 
The Complete Guide to Sales Development Leadership
The Complete Guide to Sales Development LeadershipThe Complete Guide to Sales Development Leadership
The Complete Guide to Sales Development Leadership
 
Successful sales strategies 3
Successful sales strategies   3Successful sales strategies   3
Successful sales strategies 3
 
Successful Sales Strategies Session #2
Successful Sales Strategies Session #2Successful Sales Strategies Session #2
Successful Sales Strategies Session #2
 
The Rise of Sales Development
The Rise of Sales DevelopmentThe Rise of Sales Development
The Rise of Sales Development
 
4 Critical Factors to Sales Follow Up Campaign Success
4 Critical Factors to Sales Follow Up Campaign Success4 Critical Factors to Sales Follow Up Campaign Success
4 Critical Factors to Sales Follow Up Campaign Success
 
How to Automate Demand Generation and Personalized Sales Campaigns
How to Automate Demand Generation and Personalized Sales CampaignsHow to Automate Demand Generation and Personalized Sales Campaigns
How to Automate Demand Generation and Personalized Sales Campaigns
 

Using Targeted Account Selling to Crush Your Sales KPIs

  • 1. Using Targeted Account Selling to Crush Your Sales KPIs
  • 2. Pouyan Salehi CEO & Cofounder Brandon Redlinger Growth Marketing
  • 3. PersistIQ Software to make your outbound sales more effective. Smart Lead Management Outbound Campaigns Analytics
  • 4. What is Account Based Selling? • Targeting accounts rather than leads • More strategic • More resources • Team effort
  • 5. • Sales • Marketing It’s a team effort • Customer Success
  • 6. 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
  • 7. Step 1: Finding Your Key Accounts • What does your ideal company/account profile look like? • Similar to ICP but more firmographic data • Make a list of about 50 companies that match this criteria
  • 8. Step 2: Do Your Research • Public companies –10-k Filing • Private –CrunchBase –AngelList –LinkedIn
  • 9. • 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
  • 10. • 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
  • 11. Costly Mistakes • Not following up • Generic messaging • Reaching out with the same message • Cold outbound after you’ve already connected
  • 12.
  • 13. 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
  • 14. Example Target: • Target Account • Target Contacts –Jason Vargas –Ben Sardella –Ilya Semin
  • 15. 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?
  • 16. Get Your Messaging Right Pain, Priorities, Motivations (PPM) Role PPM Messaging VP - Revenue - Pipeline - Headcount Manager - Productivity - Onboarding Sales Development Rep - Quota - Effectiveness
  • 22. Add More Target Contacts
  • 24. Mix It Up - Use Different Channels Email Direct Mail LinkedIn Phone Twitter Ad Targeting In-Person
  • 25. Persistence Wins Right Message + Right Time + Right Channel Get Creative!
  • 26. 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
  • 27. Got Questions About ABS? • Don’t hesitate to ask! –Brandon@PersistIQ.com –Pouyan@PersistIQ.com
  • 28. Get In Touch With Us! Follow us @PersistIQ LinkedIn.com/company/PersistIQ PersistIQ.com/demo