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What’s up Sales RX'ers!
Did everyone have a great 4th of July week?
Sucks to be on a Tuesday. Monday felt like a wash for half of us, and Wednesday everyone was too dead tired to do anything. By Thursday and Friday, it felt like a mad dash to the weekend. However, here we are back in the saddle for what sounds like a bit more of a promising 2nd half of the year.
So this week, I wanted to talk about breaking into key accounts with a buyer-centric approach. It’s evident that with a lack of dollars to be spent in the market, companies are now chasing enterprise customers like it’s going out of style.
It’s tempting, fewer customers are needed with more dollars to be spent. But your competition is going to be vast in this new space. So if you’re a salesperson tempted to start trickling in some enterprise deals to your pipeline, or a sales leader thinking about your sales motion, this edition is for you!
The right mindset is crucial when engaging with key accounts. Remember, decision-makers are human beings with their own challenges and goals. Authentic connections and a buyer-focused sales process are more important than ever.
Additionally, thorough preparation before demos and proposals is essential. By investing time in researching your prospects' companies, industries, and competitors, you can enter conversations armed with valuable insights.
Incorporating internal language learned in discovery in your proposals demonstrates your understanding and enhances your credibility with key accounts.
Try asking questions in your discovery call like: “If you brought this project to your CFO where would it rank on their list of problems to solve?”
To close key accounts and secure those big logos in your name, adopting a buyer-centric approach is essential. Gone are the days of generic, self-centered messaging.
Instead, prioritize delivering relevance and value at every touchpoint with your prospects in the funnel. Understanding their pain points, needs, and goals is crucial to building meaningful connections and closing deals.
One of the ways you can better understand how to be more buyer-centric is to talk to those who have already bought! You should be spending a healthy amount of time every quarter meeting with those who are working with current customers daily.
This is like looking into a crystal ball 6 months down the road of what additional challenges your buyer will have and what challenges they had with your product/service that didn’t get solved you will need to potentially object to in the deal.
Hyper-personalization is key to capturing the attention of your prospects. By running segmented campaigns tailored to specific subsets of your audience, you can create content that truly resonates with their unique needs.
Craft personalized messages that go beyond surface-level personalization, ensuring that your outreach is relevant and valuable.
Utilize frameworks like the 80-20 rule to balance scalability and personalization, and leverage hyper-relevant content to engage influencers and decision-makers alike.
Try building trust early on by highlighting 2-3 key problems, or questions your prospect might be asking themself with a company trigger you find with some account research.
Here’s an example we use at The Sales Doctor for our Fractional SDR Leadership.
We see a company is looking to hire an SDR Manager. In our outreach to them we use this type of verbiage:
I ask this question because it establishes trust that I am an expert who has done this before because bad hires increase burn rate.
A high burn rate means an unhappy board and at the leadership level could mean inconsistent revenue performance.
By adopting a buyer-centric approach, utilizing personalization and segmented campaigns, and maintaining the right mindset and preparation, you can achieve remarkable success in the B2B sales and marketing landscape.
Stay tuned for our upcoming editions, as we continue to bring you valuable content to fuel your journey to excellence.
Time to get prescriptive y'all 🩺
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