Account-Based Sales Targeting over €100k Annual Deals

Targeted Accounts Lists

Who are the targeted accounts and industries we are targeting for these campaigns?

• Strength / Attractiveness (Mckinsey Policy Matrix)
• Build your Ideal Customer Profile
• Prospect your targeted accounts list for outbound and inbounds sales.

What is Driving Accounts

• Heavy research on industry context
• Research on accounts and what is driving business change (for smaller deals we make group similar companies in cohorts)
• Mapping imperatives, account needs and initiatives to your services
• Define account-based program plays for each service and targeted account initiative.

Mapping and Profiling Stakeholders

• Identifying buying persona and hierarchy
• Mapping the existing buying committee in your CRM
• Identify stakeholders and their wider network (B2B Influencer - relevant for higher deals)

Develop Your Targeted Accounts Value Proposition

What makes your service stand out?

Your sales value proposition depends on your buyer's persona and industry context. We take care of the mapping, so you can focus on sales.

Our team will support you define the business imperatives, business initiatives, target audience, plays, benefits and differentiation of your business.

We do the heavy lifting with the tech stack, Here is what we do in this stage:

• Emails setup (all the warming and necessary so that the email we will send ends up in the primary inbox and not in the spam folder).
• Sales automation setup (so that you don't focus on manual tasks, and you can scale your campaigns with ease).
• CRM setup with the right lifecycle stages and lead status frameworks we perfected for ease of reporting and effectiveness for the sales reps (everyone will understand what the actions are to be done with each account). - Some companies pay agencies thousands of euros only for these exercises.
• Reports and Dashboard for all the stakeholders, executives, sales managers and sales reps. No more ambiguity, we have got you covered.
• Revealing anonymous traffic to identify accounts visiting your website that are not converting, so you can take an active role in outreach. Anonymized traffic reports provide you with insight into the success of your outreach efforts.

Our team will do:

• Industry research, so you can understand the trends, initiatives and changes of your targeted accounts industry. Let us know here if you want to see an industry sample.
• Manual research on the accounts, The sophistication of the research depends on the deal values. Hit us up to see a sample of our research.
• We use ZoomInfo to identify the technologies, C-level executives, funding, acquisition, managerial moves, new product releases.
• If you are targeting listed companies, we will dive into deep waters and understand the financials and public business initiatives, so you craft relevant engagement programs.

Imagine, getting daily intelligence on Slack for your sales teams to start engaging with targeted stakeholders. No more excuses that you don't have reasons to talk.

Our engagement programs are always:

• short, we are direct, no fluff,
• give clarity to targeted stakeholders
• are high stakes - show the ROI potential
• have an economic benefit
• have insights for our targeted accounts

We eat email outreach copy for breakfast, lunch and dinner. Oh, even the birthday cake has some sales copy written on it.

Our guide in writing copy is William Bernbach, who famously said:

The truth isn’t the truth until people believe you, and they can’t believe you if they don’t know what you’re saying, and they can’t know what you’re saying if they don’t listen to you, and they won’t listen to you if you’re not interesting, and you won’t be interesting unless you say things imaginatively, originally, freshly. - Bernbach’s paradigm.

Hit us up if you would like to see a few samples and the results of our copy.

At this point, your sales reps start getting involved with the sales engagement programs. We still continue to handcraft personalized sales outreach according to your sales forecasts and sales processes, but sales start closing deals themselves.

The number of enrolled accounts and personas is heavily influenced by the deal values and the purchasing committee engaged.

We will continually modify and improve the copy as well as apply it.