The Ultimate 5-Step Guide to Landing Enterprise Accounts | Ep 45

Matt breaks down his five-step Tier One prospecting process in this episode of The Growth Lab podcast. The process includes identifying Tier One accounts, identifying key decision makers, and building an account map. Matt emphasizes the need for patience, persistence, and insight when selling to market-leading companies. He encourages you to create your own Tier One prospecting plan and highlights the potential impact of landing Tier One clients.

Key takeaways

• Create a tier-one prospecting plan to target the biggest companies in your industry.

• You need to start with an ideal client profile to identify your Tier One accounts.

• Identify the key decision-makers and influencers within your target companies.

• Create an account map to organize your research and understand your prospects better.

• Develop personalized messaging based on triggers and execute a multi-touch outreach campaign.

• Selling to market leaders requires patience, persistence, and insights.

Timestamp

[00:00] Intro

[00:48] Tier One Prospects: ISG and the Top 20 List

[01:27] Targeted and Personalized Outbound Campaign

[02:54] Researching the Business and Account Mapping

[03:55] Crafting Personalized Messaging and Launching the Campaign

[04:40] The Impact of Landing Tier One Clients

Resources

• Download the Account Mapping Template here.

• How to Build an Ideal Client Profile in four steps here.

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