Here are some practical tips for beefing up your sales campaigns with TAS and generating more new business.
Create custom offers that get you a seat at the meeting table
Successful target account selling relies on a couple of factors.
Obviously, picking the right account is at the top of the list.
But creating offers and outreach messages that are personalized to the prospect is what gets you in that meeting room. Write like a human, focus on the prospect’s problems, and tell them exactly how you’re going to help.
Target account selling takes a lot of time. Don’t throw away all your hard work by serving up a stale offer to your prospects.
Use research to get into the minds of your target accounts
That research I keep talking about?
Well, it's your secret weapon for target account selling. Market research lets you see what a target account's customers are asking for and what they lack in terms of products or features. This extra research can get your foot in the door with a target account—even when the market is saturated or they're using a competitor.
Without our customers, Close is nothing. Mentioning them immediately grabbed my attention. Wrapped up in the same paragraph is what their tool can do, how an existing customer uses it, and what benefits they're seeing. Just like that, I wanted to know more and if they could do the same for us.
A little extra research goes a long way.
Put your target-account outreach on autopilot
I know I've talked a lot about how time-consuming target account selling is, but there's a way to put your outreach and follow-up efforts on autopilot.
Once the research is done and you've got a list of target accounts, you can feed that information into Close, and it'll automatically reach out to each one for you. You can make every message sound as if it was written by you with custom fields and mention everything from their name to the department they work in and their level of tech expertise.
Pick your target, aim, and fire!
Target account selling is more than just putting together a list of prospects and cold calling them.
It’s about getting into the research trenches and spending time finding those accounts that just fit with what you’re selling. Accounts that make the cut need to align with your TAS strategy and match certain revenue, industry, and company size prerequisites.
Once your research is done, and you've found a couple of accounts that are a perfect fit for your product—pick up the phone and get selling.
Need some help figuring out which accounts are the best fit for your business?
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