Using Targeted Account Selling to Crush Your Sales KPIs

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Account-Based Selling (ABS) is a new and quickly evolving space. There’s no set playbook circulating around the Internet. This method for selling is made possible by advancing technology, increasing availability of data in the public domain and the need to find a new, effective way to sell. In this presentation you'll discover: -What Account Based Selling is -Why you should care -How to find target accounts -How to conduct research -How to establish and execute your outbound plan -The most costly mistakes -An example of ABS in action ----------- This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com

Vertrieb Technologie

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 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

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

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