Podcast episode
How to Tear Up Your Territory to Kickoff 2024 (Luke Floyd @ Deel)
30 Minutes to President's Club16 Jan 202433 min
Description
Steal Luke’s Territory Planning Spreadsheet FOUR ACTIONABLE TAKEAWAYS When prospecting, start to look for lookalike accounts. For example, if you’re having success with intellectual property law firms, go after more accounts like that. Use the prospecting channel that has the highest likelihood of getting you a meeting and a response. There are three ways that Luke would split up an account with his SDRs: For his AAA-tier accounts, he would personally reach out to all of them. For B-tiers, he splits them up above and below the line with his SDRs. For C-tiers, he lets his SDRs prospect those solo. Don’t show them the whole meal all at once. Win the first feature first before showing them one more thing. PATH TO PRESIDENT’S CLUB Strategic Account Executive @ Deel Senior Account Executive @ Deel Account Executive @ Deel Digital Business Manager @ Granular RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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let's say five different industries or five different growth stages, you can make relevant messaging and that investment in time once and then reuse it over and over again. Love it. Round us out. What's number three? Absolutely. You got to call your plays. So not all plays or ways to get in accounts and open them up are created equal. “Some are super high performing like introductions, referrals.” Some are very low performing like a random cold call. So you're the quarterback of the deal. It doesn't really matter whether you get in for the opportunity and SDR gets in and exec hands it to you. You're expected to go close the business. So group the accounts, prioritize how to get in, start with your highest performing channels first. Alrighty, Luke.
In Referrals
in sales, particularly opening doors, it really doesn't matter what you say. It's more about how you say it, which is why these things like permission-based openers changed over the past couple of years because it's how people say it, not what they're saying. And so, if I have confidence and I've recently worked with a BPO client, then I might target them that way. “Similarly, I might start with a broad list in a tool like LinkedIn Sales Nav” that can show me where I have a lot of team-linked intros or exec intros that I could potentially make. And then I'm going to obviously cherry pick and prioritize those that have a higher converting channel to open up the account. And so, if we unpack this and we say, you've now got a subsection of those 75 accounts,
through four different custom fields or personalization or key points, whatever you want to call it. One is the industry. So other people in the BPO are facing this challenge. And so this is often your hypothesis. Here's how we're helping other clients in the BPO industry. What challenges do you have? Some might call it the pain buffet, right? “Second is the company level.” So I personally might sell into HR or finance or talent or legal teams. And the way I approach them, there might be some commonality because I'm reaching out to Carta. I might have Carta-specific relevance. There's also personal relevance. I find that's the least valuable for an AE because you can't replicate it and reuse it.
are semi evenly distributed throughout the quarter, period, year, whatever you wanna call it, right? So how do I actually do that? Are you basically just putting part of your territory on ice? Are you picking patches of five to 10 at a time? How do I dose my territory without just blasting it and burning it to the ground? “It depends on how sophisticated your tech stack is” and your ability to maybe nurture things and segment things. Like I said, with me personally, we're in the process of implementing on ABM, but I'm still just using a spreadsheet and calling this place. And so my coordination with my assigned SDR is really the limiting factor of what I can tackle. And so basically when we first went into BPO in particular,
Some SDRs, it might be their very first rollout of college, and they might not have built as much business acumen yet. You probably don't want them directly targeting the CFO in a prime account where you might have a better message to send or a better way to send it. And you can't control and edit every single message your assigned SDR ever sends. “So it's better to just kind of build guardrails around what types of accounts” do I want ABM to touch? What types of accounts do I want my execs to help? Do I want my SDRs to help? And then you can call your plays and run it accordingly. I want to ask you about these plays. It sounds like there's a spectrum. You talked about the exec to exec intro, which is probably the highest converting play, highest likelihood of getting a meeting.
salespeople should be doing. Now I got to ask you about a shouldn't. And so the final question is, what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps? FUD, fear, uncertainty, doubt. Don't do it. It's low behavior. It's poor integrity. Don't talk bad about your competitors. “Don't lean into the pain funnel” and make your prospects keep talking about something that they clearly don't want to. Don't negate the emotions of prospects when they come to you and say, hey, this is expensive. If you tell them they're wrong, they're going to pull back, right? If you say, no, it's not. Or it's expensive compared to what? Yeah, probably feels like it's expensive because you're using manual, not paying anything for your payroll previously.