‘4 Techniques for Landing Your Sales Whale’ – HubSpot
Aja Frost says, “Imagine winning a deal five times bigger than any you’ve closed before. It’s a tantalizing vision — which is why some reps prioritize high-risk, high-reward prospects.
If you’re not strategic about landing your sales whale, you’ll spend enormous amounts of time and energy on a fruitless endeavor.
These four techniques will help you consistently land large accounts.
How to Land a Target Account
1) Look for a Strategic Way In
If you try to prospect into a major account through the same channels as a normal one, you’ll probably be unsuccessful.
Don’t waste your time knocking on doors that won’t open. Your best bet is asking a referral to introduce you to a champion or the decision maker. To find this contact, look through your LinkedIn, Facebook, and Twitter networks. You can also ask the executives at your company if they know anyone at the organization you’re targeting — they might have a connection you can leverage.
What if your search turns up nothing? Try identifying someone within your target company whom you could help. Maybe you notice they just hired a new head of HR. You could send him an email offering to connect him with your company’s head of HR. Once you’ve formed a relationship, ask for an introduction to your prospect”.
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