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How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell)

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Manage episode 464888687 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

ACTIONABLE TAKEAWAYS:

  • Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about.
  • Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal.
  • AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance.
  • Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively.

MADDY'S PATH TO PRESIDENTS CLUB:

  • Account Executive @ Webflow
  • Account Executive @ SafeGraph
  • Account Executive @ Procore Technologies
  • Account Executive @ Procore Technologies
  • Senior Business Development Rep @ Procore

RESOURCES DISCUSSED:

  continue reading

484 episodes

Artwork
iconShare
 
Manage episode 464888687 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

ACTIONABLE TAKEAWAYS:

  • Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about.
  • Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal.
  • AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance.
  • Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively.

MADDY'S PATH TO PRESIDENTS CLUB:

  • Account Executive @ Webflow
  • Account Executive @ SafeGraph
  • Account Executive @ Procore Technologies
  • Account Executive @ Procore Technologies
  • Senior Business Development Rep @ Procore

RESOURCES DISCUSSED:

  continue reading

484 episodes

All episodes

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