In this episode of The Growth Lab podcast, I break down my five-step prospecting process for targeting Enterprise accounts.
I share my experience of getting businesses onto the supply chain of Tier 1 construction companies and highlight the importance of patience, persistence, and insights when selling to market leaders.
This five-step process includes research, account mapping, and personalising your outbound. The key to this process is to target and personalise your outbound campaign to specific targets instead of taking a spray-and-pray approach.
If you want to win more Enterprise accounts, I encourage you to create your own Enterprise prospecting plan using this simple five-step process.
Want a written breakdown of this episode? Go here: https://thegrowthlab1.substack.com/p/how-to-succeed-at-tier-1-prospecting
Key Takeaways
Selling to market leaders requires patience, persistence, and insights.
Identify your Enterprise accounts and build an ideal client profile.
Research the business to gather insights and understand your prospect better.
Create personalized messaging and execute a targeted outbound campaign.
Having an Enterprise prospecting plan can significantly impact on your business.
Chapters
00:00 Intro and background
00:40 My 5 step Enterprise Prospecting Process
02:00 Researching the Business and Account Mapping
02:56 Crafting Personalized Messaging and Launching the Campaign
03:40 The Impact of Landing Tier One Clients
Connect with me
LinkedIn: https://www.linkedin.com/in/iammattharris/
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My website: https://www.iammattharris.co.uk/
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