The #1 Account-Based Sales Strategy
Brandon Bornancin
?? CEO @ Seamless.AI | 5x Best-Selling Author | Top 10 LinkedIn Startups | Sales Secrets Podcast | Follow for posts on growing your business with outbound, prospecting, and AI??
Good morning it’s Brandon Bornancin, your host of sales strategies, tips and best practices to help you crush your quota. Today I want to discuss The #1 Account-Based Sales Strategy.
That strategy is to leverage referrals into your named accounts.
Now the question is…. how do you identify and leverage referrals into your hottest accounts.
Executing this strategy is easy with this 5 step approach:
Step 1: Identify the accounts you need to develop profitable relationships with
- For example, let’s say my boss wants me to get our company into Nike.
Step 2: Identify all the contacts at those accounts
- For example, let’s say I need to sell to Jon Hopkins at Nike who leads digital marketing.
Step 3: Now check LinkedIn and Facebook to identify mutual connections and friends of the contacts that you want to prospect.
- For example, I have 12 mutual connections with Jon Hopkins on LinkedIn that can provide an introduction. I should reach out to the connections I have the deepest relationship first.
On Facebook, I have a good friend that went to College with me, wrote press releases about my former company, Ashley. Ashley can provide an amazing warm introduction for me to Jon so we can easily get time on the calendar.
Step 4: Once you’ve identified those mutual connections, ask your network to introduce you to them.
- Include an introduction script pre-written for your mutual connection to easily customize.
Step 5: Follow up at least 4-5 times every other day until the introduction is made
This is how you leverage the highest performing Account-Based Sales Strategy - Introductions and referrals into your top named accounts.
I hope you found the strategy of value and I would love to hear in the comments section below any successes you’ve had utilizing mutual connections and friends.
About The Author:
Brandon Bornancin is the CEO / Founder of Seamless.AI where he is on a mission to help you create new relationships, opportunities and revenue, faster than ever before.
Sign up for your free artificial sales intelligence platform today and get contact information and pitch intelligence for anyone in the world right inside your browser!
Connect with Brandon Bornancin: LinkedIn | Twitter | Youtube
Connect With Seamless.ai: LinkedIn | Twitter | Youtube | Facebook