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Breaking into Enterprise Accounts

Would anyone be willing to share your experience, tips, best practices for penetrating F1000 accounts in the Saas space?

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    • 1
      Profile picture of davidportal
      @davidportal
      ( 175 POINTS )
      1 week, 1 day ago

      When breaking into corporate accounts, there are a few things you must accomplish. First, conduct research and target the appropriate companies. You can’t just go for any enterprise account; you must target businesses that are a suitable fit for your products and services. For more information: https://www.eduxtream.com/

    • 1
      Profile picture of Zachary Karpf
      @zkarpf
      ( 315 POINTS )
      1 week, 2 days ago

      Focus on use cases and identify a great use case for a specific department w/in the account. From there, you can attempt to get additional buy in by working with your champion to identify other use cases.

      Another great tidbit is to look at the executives at the account and see if they’ve worked at any other F1000 that your solution currently works with and use that messaging. From my experience, executives tend to stay in one industry so if you work with a competitor of that F1000, there’s a chance an exec worked there. Hope this helps!

      • 0
        Profile picture of snelly
        @snelly
        ( 321 POINTS )
        1 week, 1 day ago

        We’ve just begun identifying contacts that have taken new roles after previously being at current customer(s). Great suggestion, thank you! We have also found that engaging with potential end users of our solution to create champions and learn from is very helpful, albeit slow going.

    • 0
      Profile picture of Nigel Edelshain
      @nedelsha
      ( 675 POINTS )
      1 week, 4 days ago

      The key in my experience is to get a conversion with someone in the account, or someone that knows what is going on in the account, so you start arming yourself with information.

      I wrote a post about this here https://www.sales2.com/get-in-any-door/

      Also if you want to go deeper, check out the book “The New Strategic Selling” by Miller Heiman, especially Part 2 of the book that gives my favorite framework for major account penetration, https://www.amazon.com/New-Strategic-Selling-Successful-Companies-ebook/dp/B001J8PQX8

      • 0
        Profile picture of snelly
        @snelly
        ( 321 POINTS )
        1 week, 1 day ago

        Thank you so much for your insight and resources. Great article! I’ll definitely be picking up “The New Strategic Selling.”

        • 0
          Profile picture of Nigel Edelshain
          @nedelsha
          ( 675 POINTS )
          1 week, 1 day ago

          Great! Let me know if you need to discuss in the future. The book is a classic.

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