Prospecting to the Enterprise Prospecting to the Enterprise
SIA Coaches
Director, Business Applications
Microsoft
RVP Enterprise Sales
Seismic
  • Description
  • Course Syllabus
  • Coach Information
About this course
Do you want to learn how to build engagement with enterprise companies to drive momentum in your sales funnel? This course takes a deep dive into the critical elements of success when reaching out to enterprise prospects.

By the end of the course, you will be able to utilize diamond tiering to prioritize your account list effectively, create personalized messaging for different personas, leverage individual contributors, and craft executive-ready messaging. You will learn why it is critical to build a strategic partnership with your AE/SDR partner and how you can create your surround sound to earn meetings.

This course has been designed for SDRs and AEs with at least 6 months experience in prospecting to non-enterprise sectors, and any level of experience prospecting to the enterprise.

What impact this course will have:
  • Practice mapping connections to get in front of the right people at the right time
  • Develop your messaging for above and below the power line
  • Distinguish between personalization and customization for different campaigns
  • Foster a productive and collaborative relationship between AE/SDR to maximize effort, build pipeline and have a bias for action
  • Drive familiarity and connectivity within key accounts by building your surround sound
Course Syllabus
October 11 2022
1/4
Class 1 | Finding and Researching the ‘Diamonds’ in New Account Lists

 

By the end of this class, you will be able to…

  • Demonstrate prioritization of account lists to ensure optimal time management
  • Identify research techniques and events to generate a need hypothesis
  • Practice mapping connections to get in front of the right people at the right time
October 13 2022
2/4
Class 2 | Driving Personalized Engagement

 

By the end of this class, you will be able to…

  • Recognize when to adjust messaging to develop messages for above and below the power line
  • Apply the resources necessary to leverage conversations with the goal to assess your hypothesis
  • Distinguish between personalization and customization for different campaigns
  • Write an effective executive-ready message focused on strategic business initiatives
October 18 2022
3/4
Class 3 | Working with your Inside Sales/AE Counterpart

 

By the end of this class, you will be able to…

  • Summarize how to best divide the labor between your AE and SDR partner
  • Explain how to converse with your SDR on how they would like to work with you
  • Apply key takeaways to provide greater revenue or value for your AE
  • Develop a “bias for action”
October 19 2022
4/4
Class 4 | Building Surround Sound to Drive Revenue

 

By the end of this class, you will be able to…

  • Employ tactics for driving familiarity
  • Discover methods for continuing connectivity within a company
  • Relate the overall impact of LinkedIn on personal branding to build on your surround sound
Coach Information
Director, Business Applications
Microsoft
DeJuan has over 21 years of selling experience that ranges from individual contributor to VP of Sales. As a first-year Sales Executive in a previous company, DeJuan finished 212% of the entire territory quota (while on ramp) hitting his full year (10...
RVP Enterprise Sales
Seismic
In his 8+ years at Seismic Software, Will has held a variety of individual and sales leadership positions while helping scale one of the greatest teams, cultures, and brands in Technology. He has been a key contributor to year over year exponential g...