Account-Based Prospecting Explained

After inspecting the prospecting motion of the best AEs across 65+ Enterprise companies this year, the most consistent AEs are MANIACALLY focused the “best” accounts. This is how an Enterprise AE who is at 172% YTD described her process to me: BACKGROUND “Most AEs simply waste a lot of time with people who will never buy, or can only transact for small $ and slow deals,” this AE told me. Having a dedicated Account Planning process to kick off the year, then revisited quarterly, allows her to be 10x more effective and do LESS prospecting volume than her peers. Her 2 step process looks like this: PART 1 --> Account Tiering Everyone knows about industry, personas, similar customers, and compelling use cases you can win. However, there is typically a subtle account characteristic that is different for every company that shines light on the true potential of an account. Here are a few examples: EX 1: At my previous company, Heap, website traffic, vertical, who their end-customers were, their customers’ average price point, etc. all mattered. However, the best accounts had a simple metric that was high signal – how many product and design employees did they have relevant to total headcount? The higher this ratio, the more likely they were to care about what Heap offered. EX 2: My friend is the VP sales at a startup that sells to accounting firms. Almost every accounting firm mentions “payroll” as an offering, but some accounting firms have BIG INVESTMENTS into payroll “practices.” He knows this by scraping their site to find how many times payroll is mentioned, whether they have case studies, etc. Basically, his job is to find who takes that part of their business very seriously. PART 2 --> Develop and constantly tweak your unique POV on the account What stands out to execs is NOT that you did your research. It’s the synthesis of your research. Your job is to form a well researched hypothesis of their business that shows why it’s at least worth engaging with you. Nothing else. The best POVs pique interest, share relevant stories, expand your prospects’ thinking, and constantly evolve with new convos and news. Here are a few frameworks for great POVs: - Painting a bold vision with/for them - Uncovering a problem they might not know they have - Trying to get to the root cause of their challenges - Challenging their status quo - Empathizing deeply with a current pain point they have Remember RELEVANCE > PERSONALIZATION. Your goal here is to pique their curiosity, show that you’ve synthesized a lot of research, and demonstrate that you’ve helped similar customers. TAKEAWAY: When it comes to prospecting as an AE, it’s easy to be busy. It’s hard to be strategic on a consistent basis. That's why you need a strong Account Planning process and ever evolving POV. You'll have better results if you spend 100% of your effort on the right accounts.

ABM is NOT: ≠ account-based ads + outreach to target accounts ≠ a substitute for demand generation Here are eight pillars of ABM: 1. 𝐀𝐁𝐌 𝐠𝐨𝐚𝐥𝐬 There are 4 goals ABM helps to achieve: - Net new revenue - generate sales opportunities - Pipeline acceleration - win stalled opportunities - Expansion - upselling or cross-selling to existing customers - Renewal / Churn prevention - renewing contracts with key customers Make sure to include all 4 campaigns in your marketing plan. 2. 𝐈𝐝𝐞𝐚𝐥 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐩𝐫𝐨𝐟𝐢𝐥𝐞 (𝐈𝐂𝐏) ICP includes: - Firmographics - Buying committee - Account qualification - Account segmentation - Account enrichment 3. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐥𝐢𝐬𝐭 𝐛𝐮𝐢𝐥𝐝𝐢𝐧𝐠 - Engagement threshold to identify engaged accounts - Sources of intent data - Account-ICP fit Make sure all accounts are qualified and fit ICP. Avoid broad targeting or creating a wish list. 4. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐫𝐞𝐬𝐞𝐚𝐫𝐜𝐡 𝐚𝐧𝐝 𝐯𝐚𝐥𝐮𝐞 𝐩𝐫𝐨𝐩𝐨𝐬𝐢𝐭𝐢𝐨𝐧 𝐦𝐚𝐩𝐩𝐢𝐧𝐠 - Account key initiatives, strategy, and goals. - The role of every buying committee in the strategic initiatives, their KPIs, needs, and challenges - Value proposition mapping: how exactly your product fits their needs and what value it brings. 5. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐝𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭 𝐩𝐥𝐚𝐲𝐛𝐨𝐨𝐤 - Warm-up: how marketing and sales will create awareness inside buying committee, connect and engage with them. - Activation: how sales should activate accounts - Nurturing: how marketing and sales will stay in touch with target accounts 6. 𝐓𝐞𝐚𝐦 𝐚𝐧𝐝 𝐬𝐤𝐢𝐥𝐥𝐬𝐞𝐭 Here is the lean ABM team setup and 5 core functions. - Senior ABM manager - Researcher - Copywriter - Designer - SDR 7. 𝐒𝐭𝐚𝐜𝐤 If you are building a pilot ABM motion, don't buy an expensive stack. Start with Sales Navigator and website traffic reveal software. If you have robust processes and scaling ABM, consider more expensive software to enhance your processes. 8. 𝐑𝐞𝐩𝐨𝐫𝐭𝐢𝐧𝐠 𝐚𝐧𝐝 𝐭𝐫𝐚𝐜𝐤𝐢𝐧𝐠 Define key metrics and leading indicators for all 4 campaigns. Create simple dashboards to track campaign performance. Align everybody on reporting. --- The success of account-based marketing lies not in your stack or budget, but in solid foundations, and joint sales & marketing programs. Make sure you have a team and skillset that can dedicate enough time to develop ABM strategy and maintain the motion. And if you want to learn more about ABM, check out our flagship course:  https://lnkd.in/dCUX_sJX #abm #b2bmarketing #strategy

What's the most effective way to prospect into the C-suite at Large companies? One of my clients received a very positive, encouraging email from the CEO of a 4,000 employee Hospital which she had been contacting for several months. He responded after her 8th email. Each email was unique and added value, expanding on her initial point of view. Most sellers give up after 1 or 2 outreach attempts. When on average it takes 8 to book a meeting. Rather than sending a few generic emails to 100s of people, here’s what the elite performers are doing: 1. They identify a few top prospects that would be their “dream clients” 2. They identify 3-5 Senior Executives at those companies who would be most impacted by the outcomes which their products and services offer 3. They research those individuals to understand their top goals, challenges and priorities. 4. They develop a tailored, personalized point of view on how they can help these executives achieve their stated goals or solve top challenges with direct LINKAGE to what their company offers 5. Rather than using canned, generic sequences, they develop a series of personalized follow up messages which expand upon their initial point of view. These could include white papers, relevant customer stories, ROI studies, and additional details on how they can support the client with their most ambitious goals. So if you are working 10 "dream client" accounts with 5 executives prospects in each account, and each executive gets a series of 8 emails and calls, that’s 400 touch points to just 10 top accounts. This is the same volume as touching 100 smaller accounts 4 times, but will yield much greater results. Personalization and targeting works wonders. It’s the 80/20 rule in full effect. Win just a couple of these larger deals and you can blow out your number for the entire year, rather than grinding it out on a ton of smaller deals to barely reach quota. This is how the top performers in the Enterprise space are prospecting, and it’s working much better than sending out garbage to tons of people. Please note this is for large, A tiered prospects only. A healthy mix of hyper-personalized prospecting for A accounts, combined with semi-personalized prospecting for B accounts is best. But don't treat the A prospects like everybody else. And don't treat the Senior Executives at these companies like everybody else. Or you will get the same results as everybody else.

In my last post, I spoke about how many startup founders approach marketing like casting a wide net into the ocean, hoping to catch a fish. The reality? Most of the fish swim away, leaving you with wasted resources and little to show for it. So, what’s the solution? It’s time to trade the wide net for a laser-focused approach, Account-Based Marketing (ABM) where you reel in the right accounts with precision and purpose. Here’s how ABM can transform your marketing: 1️⃣ Start with Deciding The Accounts You Want To Go After Followed by Account Research: Build a refined list of potential accounts. Use tools that provide intent data to identify companies actively searching for solutions like yours. 2️⃣ Do Industry Research Every industry is a different puzzle with its pieces. Dive into the industries you’re targeting to understand their specific needs. 3️⃣ Segment and Prioritize Decide the right ABM strategy: 1:Many for broader outreach. 1:Few for targeted industry clusters. 1:1 strategic for high-value accounts. 4️⃣ Create Tailored Messaging and Content Personalization is your secret weapon. Focus on crafting customized content about the pain points and solutions you are offering. This will help you build a relationship with an account.  5️⃣ Adopt an Omnichannel Approach Use multiple touchpoints, email, LinkedIn, display ads, and more. Monitor what works best and optimize your campaigns accordingly. 6️⃣ Focus on In-Market Accounts Don’t waste your bait on fish that aren’t hungry. Concentrate your efforts on accounts actively showing buying intent, this ensures your resources are spent wisely. Always remember the rule, "Only 5% of buyers are in-market and ready to buy". 💡 Here’s the takeaway: ABM is like planting a garden. It takes time, care, and the right tools, but when done right, it yields a harvest of meaningful connections and sustainable results. Want to explore how ABM can elevate your startup’s marketing? Let’s connect! #ABM #accountbasedmarketing #b2b #startups #LinkedInCreators #B2BMarketing #Linkedin

Have a dream account you've been trying to break into? You've chased them for 6+ months, but you're met with crickets. Try this. Step #1. Name the big, ugly problem your solution solves. Not "we save you time and money!" or "we help you increase efficiency!" or "we help streamline your operations and increase productivity!". Those are generic value props. Not customer problems. Tip: If you're stuck at a "so what" problem, keep asking, "What's the negative consequence of this problem?" until you land on something you can imagine their leadership team caring about. Ex: instead of "we save your engineers 4 hours a week", it might be "the Engineering team is 2 months behind on our new AI product launch". Step #2. Take your best guess at how they're solving that problem today. No one is "doing nothing". Every problem has a solution in place. It might be a bad solution. But, if it's a big problem, there's a way they're getting by today. Even if it's DIY band-aids. Tip: You speak with execs ALL WEEK. You know the alternatives to using your solution. If you think you don't, go back and look at what closed-lost prospects said when they told you 'no'. What did they decide to do instead? Step #3. Name what makes that alternative solution desirable. AKA - why is "good", good enough? Don't criticize it. Put yourself in the shoes of the buyer. What makes status quo desirable? Tip: Don't fall into the trap of "they don't know there's a better way". Just because there's a "better way", doesn't mean they'd do it. Humans are funny like that. We make decisions daily that go against rational logic. Buyers are no different. Step #4. Now, you have a list of potential beliefs/assumptions that might be causing your prospect to feel comfortable with status quo. Pick your best guess at which one you think is most likely, based on what you know about the account and the prospects. Now, time to introduce an enemy to those belief/assumptions. Here's an example. Let's say you're selling deal room tech to an account that just launched a new AI product for ENT accounts. Your hypothesis = they're losing ENT deals b/c their prospects are involving IT stakeholders late-stage, and reps haven't had to involve IT before. You're guess is status quo = let's train the sales team to multithread. Here's one option: "Jen - sounds like the Sales team is heads down with the AI launch. Not sure if reps seeing change resistance from ENT accounts. But, ACME was up against it when they launched Zeta. They trained their teams to multi-thread, but kept running up against "surprise" IT stakeholders who squashed the deal late-stage. Open to seeing how they reduced late-stage losses by finding "surprise" IT stakeholders before the 11th hour? Either way - congrats on the launch." Our hypothesis might be wrong. But, by being specific, we spark the human desire to correct. A correction = a reply. A reply = more information. More information helps us act.

My prospecting motto that’s changed everything for me. "Do a little every day, so you never have to do a lot." Targeting new accounts is to be built into your daily operating rhythm. It’s just as important as prepping for calls, working active deals, running demos, etc. So I developed my 2×4 Method: 𝗦𝘁𝗲𝗽 𝟭: Target just 2 new accounts each day. Pull first from those top accounts that have shown intent via signals. 𝗦𝘁𝗲𝗽 𝟮: At each account, target around 4 individuals of different personas. For Gong: CRO, Rev Ops Leader, Enablement Leader, AE 𝗦𝘁𝗲𝗽 𝟯: Do this each day (5) of the week. You will have 40 individuals being hit by the end of week. 𝗦𝘁𝗲𝗽 𝟰: Hit each account fast & hard all at once. Create conversation internally among those being targeted with compelling messaging so personalized that you're impossible to ignore. Over one month (22 business days), you should have hit 44 accounts using this method. By the end of Q1, you should have hit 100% of your Marquee and Tier 1 accounts. If you're an SDR, you will need to target more than 2 accounts per day. You'll find your correct number over time but it's likely closer to 6-10 accounts per day. Make a little progress every day. The goal is consistency. P.S. I created this account planning sheet (free), so you can keep organized on it all: https://lnkd.in/guCMPNxy

To generate revenue from ABM (account-based marketing) campaigns you need to implement the research cascade method. Here is why and how. ABM stands for personalized solutions to companies with a clear need or challenges your product solves. Start with a list of engaged accounts that fit your ICP and passed through qualification criteria. Next, leverage the research cascade method. 1. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐫𝐞𝐬𝐞𝐚𝐫𝐜𝐡. Collect and analyze all publicly available information about target accounts' key initiatives and strategy. Here are the main sources: - press releases - interviews with chief executives - roadmaps - corporate reports - earning calls 2. 𝐁𝐮𝐲𝐢𝐧𝐠 𝐜𝐨𝐦𝐦𝐢𝐭𝐭𝐞𝐞 𝐫𝐞𝐬𝐞𝐚𝐫𝐜𝐡. Research the buying committee and collect insights about how they might be involved in the key initiatives. Here are several things you need to pay attention to: - What's their role and area of responsibility in the stated key initiative or strategy? - KPIs/OKRs - Challenges - Goals 3. 𝐕𝐚𝐥𝐮𝐞 𝐩𝐫𝐨𝐩𝐨𝐬𝐢𝐭𝐢𝐨𝐧 𝐦𝐚𝐩𝐩𝐢𝐧𝐠. Start mapping your value proposition with the identified KPIs, goals, and challenges of every buying committee member. Fullfunnel.io example from selling ABM sprints: Marketing: Get a proven process to collaborate with sales and increase marketing-sourced revenue. Sales: Hit revenue targets faster by winning deals with enterprise accounts. 4. 𝐏𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐳𝐞𝐝 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬. Write down short (I recommend one-page docs) personalized solutions for every buying committee member. Include: - Context - How exactly your product helps to achieve their goals or solve the challenges - Relevant social proof 5. 𝐃𝐢𝐬𝐭𝐫𝐢𝐛𝐮𝐭𝐢𝐨𝐧 𝐨𝐟 𝐩𝐞𝐫𝐬𝐨𝐧𝐚𝐥𝐢𝐳𝐞𝐝 𝐬𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬 (𝐰𝐚𝐫𝐦-𝐮𝐩 𝐚𝐧𝐝 𝐚𝐜𝐭𝐢𝐯𝐚𝐭𝐢𝐨𝐧). Create a multichannel warm-up and activation program with sales. Include: - Social engagement and selling - Personalized ads - Content hubs - Content collaboration - Direct mail swags - Micro-events Keep in mind. ABM is not about volume. ABM is about selecting the right accounts that have a need for your product and marketing to them with personalized solutions. #abm #accountbasedmarketing

𝐒𝐭𝐨𝐩 𝐜𝐡𝐚𝐬𝐢𝐧𝐠 𝐢𝐧𝐝𝐢𝐯𝐢𝐝𝐮𝐚𝐥 𝐥𝐞𝐚𝐝𝐬. It's time to focus on the bigger picture. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭-𝐛𝐚𝐬𝐞𝐝 𝐦𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 (𝐀𝐁𝐌) 𝐨𝐧 𝐋𝐢𝐧𝐤𝐞𝐝𝐈𝐧 is a great strategy for targeting high-value accounts. It isn’t about sending cold messages to random leads. It’s about strategically targeting entire accounts and engaging multiple decision-makers within those accounts at every level. Here's how we implemented it at SmartReach.io and turned it into a powerful, multi-channel strategy: 1. 𝐓𝐚𝐫𝐠𝐞𝐭 𝐬𝐩𝐞𝐜𝐢𝐟𝐢𝐜 𝐚𝐜𝐜𝐨𝐮𝐧𝐭𝐬 We identified the right accounts by drilling deeper into 𝐤𝐞𝐲 𝐝𝐞𝐩𝐚𝐫𝐭𝐦𝐞𝐧𝐭𝐬, 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐜𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞𝐬, and 𝐩𝐚𝐢𝐧 𝐩𝐨𝐢𝐧𝐭𝐬.  To shortlist these accounts, we used tools like 𝐋𝐢𝐧𝐤𝐞𝐝𝐈𝐧 𝐒𝐚𝐥𝐞𝐬 𝐍𝐚𝐯𝐢𝐠𝐚𝐭𝐨𝐫 (𝐋𝐒𝐍), BuiltWith to identify businesses using tech relevant to our solutions, and Clay to enrich company data. These helped create a targeted list fit for our services. 2. 𝐄𝐧𝐠𝐚𝐠𝐞 𝐦𝐮𝐥𝐭𝐢𝐩𝐥𝐞 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧-𝐦𝐚𝐤𝐞𝐫𝐬 Instead of just targeting one person, we target the Founder, CTO, VP of Sales, and Chief Product Officer as all play a role in the decision-making process. We tailored LinkedIn messages based on their specific roles, challenges, and goals, ensuring our communication spoke directly to them. For instance, we highlighted technical benefits in outreach to CTOs and focused on business ROI for VPs of Sales. 3. 𝐌𝐮𝐥𝐭𝐢-𝐜𝐡𝐚𝐧𝐧𝐞𝐥 𝐨𝐮𝐭𝐫𝐞𝐚𝐜𝐡: 𝐋𝐢𝐧𝐤𝐞𝐝𝐢𝐧 + 𝐜𝐚𝐥𝐥𝐬 + 𝐖𝐡𝐚𝐭𝐬𝐀𝐩𝐩 (𝐒𝐞𝐪𝐮𝐞𝐧𝐜𝐞 𝐨𝐫 𝐃𝐫𝐢𝐩𝐬) ABM isn't limited to just LinkedIn. To maximize engagement, we used our own tool (SmartReach.io) 👉 𝐋𝐢𝐧𝐤𝐞𝐝𝐈𝐧: First, we sent personalized connection requests and followed up with tailored InMails (if the connect request werent accepted).  👉 𝐏𝐡𝐨𝐧𝐞 𝐂𝐚𝐥𝐥𝐬: After our initial LinkedIn outreach, we made targeted phone calls, referencing our LinkedIn messages 👉 𝐖𝐡𝐚𝐭𝐬𝐀𝐩𝐩: For high-priority accounts, we connected via WhatsApp to send direct, personalised messages. Do this right and watch your response rate spike The results speak for themselves: 👉 54%+ response rate from target accounts 👉 30% faster sales cycles 👉 28% increase in deal quality Many think ABM is only for enterprise sales. The truth? 𝐈𝐭 𝐰𝐨𝐫𝐤𝐬 𝐟𝐨𝐫 𝐦𝐞𝐝𝐢𝐮𝐦-𝐬𝐢𝐳𝐞𝐝 𝐝𝐞𝐚𝐥𝐬 𝐭𝐨𝐨. If you’re serious about growth, your team should be implementing ABM on LinkedIn today. Let’s talk about how we can help you implement this strategy and drive high-quality leads to your sales pipeline. 𝐒𝐦𝐚𝐫𝐭𝐑𝐞𝐚𝐜𝐡.𝐢𝐨 𝐢𝐬 𝐧𝐨𝐭 𝐚𝐧 𝐚𝐠𝐞𝐧𝐜𝐲. 𝐈𝐭𝐬 𝐚 𝐩𝐥𝐚𝐭𝐟𝐨𝐫𝐦 𝐟𝐨𝐫 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬 𝐭𝐞𝐚𝐦𝐬 𝐭𝐨 𝐟𝐢𝐧𝐝 𝐝𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐦𝐚𝐤𝐞𝐫𝐬 𝐚𝐧𝐝 𝐞𝐧𝐠𝐚𝐠𝐞 𝐰𝐢𝐭𝐡 𝐭𝐡𝐞𝐦 𝐯𝐢𝐚 𝐞𝐦𝐚𝐢𝐥, 𝐋𝐢𝐧𝐤𝐞𝐝𝐈𝐧, 𝐖𝐡𝐚𝐭𝐬𝐀𝐩𝐩 𝐚𝐧𝐝 𝐂𝐚𝐥𝐥𝐬

Outbound is dead in cyber. Long live AE-owned prospecting. I will die on the hill of "outbound is dead". But it's been misunderstood when I've brought it up here. In cybersecurity, generic mass outreach is dying or it's a zombie waiting to be whacked. Targeted, value-driven prospecting led by Account Executives is the only way to go. SDR's have a hard time doing this not because they can't, but because the system is not setup for them to do it (i.e. comp plans, org structures, etc.) Here's my framework for building a repeatable pipeline development program where AEs actually own the process: 👉 The Angle of Value (AoV) Approach • 𝐑𝐞𝐬𝐞𝐚𝐫𝐜𝐡 𝐝𝐞𝐞𝐩, 𝐭𝐚𝐫𝐠𝐞𝐭 𝐧𝐚𝐫𝐫𝐨𝐰 - Small account list, big research effort • 𝐌𝐚𝐩 𝐛𝐞𝐟𝐨𝐫𝐞 𝐲𝐨𝐮 𝐦𝐞𝐬𝐬𝐚𝐠𝐞 - Know the stakeholders and org dynamics first • 𝐂𝐫𝐚𝐟𝐭 𝐲𝐨𝐮𝐫 𝐮𝐧𝐢𝐪𝐮𝐞 𝐀𝐨𝐕 - 2-3 customized value angles per account. Other's call this a 'Value Hypothesis' or "Point of View'. You need at least 2. • 𝐂𝐨𝐥𝐥𝐚𝐛𝐨𝐫𝐚𝐭𝐞 𝐭𝐨 𝐫𝐞𝐟𝐢𝐧𝐞 - Get SE/Presales and the founder's input on AoV's. • 𝐃𝐨𝐜𝐮𝐦𝐞𝐧𝐭 𝐰𝐡𝐚𝐭 𝐰𝐨𝐫𝐤𝐬 - Track winning AoVs for competitive advantage. The best part, you can bring up your AoV's the next time you are interviewing. GREAT enterprise sales teams allocate at least 1/3 of AE time to this process. Yes, it's resource-intensive, but the results speak for themselves: 2 hours a day (minimum) every day, every AE, for 3 months. Then come back and tell me 'thank you' Unexpected benefit: When AEs spend 10+ hours weekly on strategic prospecting, your inbound and partner-led conversion rates automatically improve. Why? 𝘕𝘰 𝘈𝘌 𝘸𝘪𝘭𝘭 𝘭𝘦𝘵 𝘸𝘢𝘳𝘮 𝘭𝘦𝘢𝘥𝘴 𝘴𝘭𝘪𝘱 𝘢𝘧𝘵𝘦𝘳 𝘦𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘪𝘯𝘨 𝘩𝘰𝘸 𝘮𝘶𝘤𝘩 𝘸𝘰𝘳𝘬 𝘤𝘰𝘭𝘥 𝘱𝘳𝘰𝘴𝘱𝘦𝘤𝘵𝘪𝘯𝘨 𝘵𝘢𝘬𝘦𝘴. Pro-tip? Spend 'Training Thursdays' evaluating your Angles of Value together. Here's an AoV I've used successfully: 🎯 Consolidation Play: "Based on your 39 different DB's running, half of them are unencrypted and the other half need 3 security tools. Consolidating to our platform could eliminate those 3 and have all the DB encrypted saving approximately $800K annually in licensing costs and improving your resilience drastically" (This got me the fastest enterprise deal I've landed in my career) What's your go-to Angle of Value that has helped you opens doors? I've collected some of the best AoV's from discussions in my monthly cyber sales think tank sessions. Considering opening it up later this year.

When I started in sales 6 years ago, prospecting was challenging, something many of us experience. This all changed when I married the framework mentioned in the post. FIRST Do the maths based on your conversation rate, reply rate, strike rate, close rate, etc properly, and figure out how many accounts you want to target in a month or week. SECOND Map out 15 or more people, and make sure you have all of their email and phone numbers along with LinkedIn IDs in each account in a breakup of -5: CXOs/VP/Decision Makers -5: Middle-Level Managers -5: End Users of your Product THIRD Do genuine and deep research on Google, Website, Annual Reports, LinkedIn, etc, and build a report around it (Figure out problems and metrics that your product can solve, and improve) FOURTH -Cold call end users and mid-level managers to find out what they are using, how long they have been using, and what they expect from a new solution if given one -Try to understand who takes care of what in their organization and how was last solution evaluated and IF POSSIBLE see if anyone can be turned into an influencer. FIFTH -By now you know enough about the company and their current situation along with surface-level problems to speak with a decision-maker. -NOW you start building an Omni-channel Cadence for CXOs, VPs, and Decision Makers that are relevant and personalized to them with the right success stories and metrics in your calls, emails, and DMs. SIXTH -Follow up diligently and with insights, information, and awareness content, not just for the sake of follow-up. -Chase the account unless you get 3 NOs from 3 different stakeholders or decision makers. SEVENTH -Keep running an automated drip campaign every 3 months without a CTA. -Reach out to the same account every 6 months to check if anything has changed. If you are an SDR and AE who doesn't have a prospecting framework you can try this as it is with just little tweaks based on your product, ICP, and market. Happy Monday Prospecting, Let's Go🔥!!! #prospecting #sales #b2b #sdr #ae