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I mean the most common mistake is thinking that they can go after 50 accounts and just throwing them in there every Monday and then just not doing any sort of personalization not doing any sort of account Deep dive and not really understanding it that's Austin J senior SDR at intii demand it generated 2.8 million in Revenue in the past two years and in today period you will learn about how to effective align on your accounts and collaborate on your accounts develop and implement prospec techniques and we will talk also about human level prospecting Austin uh can you work through your initial steps When approaching account based prospecting yeah 100% um thanks for having me on first off and everything like that glad to be here but yeah taking you guys through just high level what I what I think about whenever I'm going through and approaching account based prospecting the first thing that I'm going to be doing every Monday this is kind of my workflow every week every Monday this frontload is my workflow it's slow at first but it gets into it this is why I do this every month or every every Monday rather so what I'm doing here is the first step is I'm understanding the ICP right what pain points are common with the ICP Etc I I want to know everything about this ICP that we're selling into especially if I'm a newer SDR or even at a newer company as a 10e SDR Second Step there I'm going to be finding five accounts that are within that ICP and then the third step correlating to that second step taking a deep dive into each single one and what I mean by a deep dive is I'm talking if they're a public company I'm talking about their 10K I'm talking about news reports anything to be used is what I like to call business level personalization does there something that is going to benefit you in a later topic that we're going to talk about in terms of workflows and prospecting a scale flowing into a four step there I'm going to be taking each of those after I've taken a deep dive on that Monday I'm going to find five to seven contacts at each account go in one by one add the personalization Snippets that you you think is relevant to your product to your offering anything else that you want to call out you can find all that on there LinkedIn socials anything that's public you hell you can even use Twitter as as an opportunity to find something to personalize to right it's not even that it's those are just the five steps that is the Baseline that is what I'm doing every single Monday to frontload myself for that week getting into it later little bit later on you'll see what the importance in those factors is you mentioned are you prospecting five per per week yeah five new ones a week at any given time I'm trying to be working I'm trying I work a little bit differently than a lot of other SRS I'm trying to front load as many as I can what I mean by that is I have anywhere from 50 to 75 Target accounts with five to 7 prospects in there at any given time and each of those accounts is already built out with everything that I need to personalize that scale later on what's the size of those accounts are the Enterprise companies or more than 1,000 emplo or the majority of the accounts that I'm actually going to be targeting and am targeting right now my new company intensifi demand we are actually having a heavy focus on the Enterprise segment so I'm translating everything that I learned from the Enterprise segment into band base over to the current um landscape with this newer company for the what's enterprise mean for you because at some companies before for me it was uh what everything above 500 EMP at some above 5,000 place so for sure so the revenue band that we're really targeting right now um is 500 million and above on the Enterprise segment that is something that we're kind of working on so it's a little bit of a niche question for us because we are a smaller company we're not as established in in that kind of workflow yet and so that's that's actually something that we're kind of working on um currently I wanted to ask you a question around um you are saying that you are doing a deep dive on your account so how much time do you spend per account uh and do you have like a checklist to to use for each account all I'm doing for the account the checklist that I would have here let me pull up my little sheet here just so um keep myself honest over here every time that I'm doing a deep dive I'm looking at their ICP I'm I'm pulling in and if you guys ever want to learn it little bit more about this definitely reach out whatever but high level what I'm doing here is let's say for example I'm going after Autodesk the first thing I'm going to be doing is I'm going to go to sales Navigator look at their insights look at who was hired recently on the executive or SE Suite team that's relevant to my product and my solution that's with an RP I'm going to pull those set those aside for a little bit taking the Deep dive into the account then I'm going to go to website if it's a publicly traded company I can easily pull up their 10K I can copy all that 10K put that into Chad CBT and have it spit out specific prompts that I have on a different spreadsheet for my workflows the prompts that I'm using are very specific to what I care about in my Niche um but that's what I'm getting out there that's the first thing that I'm taking a deep dive on is their ICP what are they who are they selling to I know that they're in on my IC but now I want to figure out and understand their business who are they selling to then the second step that I'm going to go there is anything that's competitor um that's competitor differentiators from them and their specific competitors don't care about my company don't care about anything like that I'm comparing them to their competitors and what's differentiating them that way at scale later on I can easily personalize at a business level personalization since what we're doing at our company that's going to benefit them at their company with their roles with everything that we deep dived into Autodesk I know that's kind of I lover but I can't really go into without showing it I can't show it without showing a little bit in or uh in sensitive information but yeah how do you find for example you are talking about Autodesk actually so are you going on the blog of Auto disk to see how they against the competitors or do you use a 10K to find this information so what do you use the majority of the time in the 10K reports they're going to have some kind of a competitor section so I'm mainly just searching up contrl F and just searching competitor and then I'm going to be taking that entire a competitor blurp this is where it saves me a lot of time and I think a lot of people try and analyze it then and there take it copy it throw it into Chad GBC and have it trained on what your product and what your company does ahead of time throw it into Chad and say what is their competitor differentiators that I would care about based on XYZ chadt is quite literally one of the easiest tools that is overlooked I know it's got that buzz around it but I feel like it's just got a bars but people don't ever take a deep dive enough into actual what the k areb I was using it a lot at my Pur company because I was working with um in the data space or working into snowflake data bricks to like that I was pretty lost I would say if with personal so it was hard for me if I was reading a 10K or the transcript of a podcast episode saying okay the prospect said this at this at five minutes on the interview I can use that in my outre and so I was using at GPT to help me okay based uh on the pain points we are solving or the value we are bringing to companies I was training CH GPT to say okay read this transcript and from this CRP find me the changes uh the pain point we can help with or the the value the the value we can bring to them and I learned a lot we using chpt actually 100% I I I wish I would have known about it six months into my Str strr my first strr would have made my life a lot easier but that's that's quite honestly that's a common thing that I'll probably be pretty repetitive on throughout this podcast is um chadt and the way I use it for sure the thing I read of also because obviously we're talking about based prospecting it's your approach around the account uh versus obviously you are talking about looking for what you can use with your prospect but something also I realized when I was working in the data space uh is my my be personas they were technical be personas and if you compared to sales leaders or marketing leaders they're not Super Active on LinkedIn so it's not like you can can uh do your research for each Prospect because most of the time I was okay I was doing my research and can't find anything about them so how I'm supposed to personalize to to them so I was doing like you were saying about focusing more on the account finding pains on the account instead of for looking for something for every Prospect yeah I think I always just treat it in two buckets first bucket is human level personalization if you can't do that go to the second bucket as business level personalization you have to add some sort of personalization it cannot just be hey X I'm y we do Z no one's going to respond to that that's just not how it goes anymore the days of sending 10,000 emails in a day to the same company and hoping one of the company employees responds back positively they're gone they they don't exist anymore so 100% you're correct yeah absolutely you talking about public trade companies so if they're public trade companies you have the 10K report but if they don't have a 10K report um what's your go to list uh for to go to the website first thing I do go to the website so cliche but the first thing that you should be doing is go to the go to the website look up their competitors some some websites will have their competitors listed especially if they're not publicly traded because they want to get their name out there they want to get to that point to where they are traded to do that they need to beat out their competitors they're always going to be talking about their competitors on there most of the time and then the second thing I'm going to be looking at is each of their products and solutions this way that's something that I look at specifically for my ICP is because I for our lead generation capabilities over here at intensified demand that's something that I care about right so you just need to find out something that you guys care about for example if you're selling an SCP and you know that it only integrates with XYZ um CRM well what we can do is we would literally match that base to prospects that would actually have that CRM and be useful so keeping it relevant in that regard like the website is going to tell you all that there are so many tools out there there's a tool called bwith it's free you can literally add it on Chrome extension it'll show you their base of crms saps everything stuff like that is free to use go to the website look at the website take a deep dive onto that website understand your ICP and your business that way when you get on the phones or even writing an email you already know on your sheet that we're going to build out in a little bit you already know at scale you just you're write you write XYZ I saw you know your company grow 20% or if they're human level PR throw it on chbt use it use resources to your advantage that is the main thing that I would like to get a point across for sure I Love Actually when you can find the technology on the website of your your prospect because sometime also I know on the audience and sometime I have question around this specifically around the what do you do if the tech the technology that you're looking for is not on the website so what what do you use um for example here you are talking about SCP for example so what do you use for Tech that you can on the websites get on the phones start loading up the manager level people in the ic's and start getting in there and asking them questions that's if you have to do it that's what you got to do as an SDR you have to think a little bit outside of the box so if you really want to know is XYZ using this specific product start building out a list of LinkedIn contacts and automated sequence to literally just ask individual contributors at these companies that you're targeting hey you know I just can't did trying to trying to work your account like e a human which is what we'll get into it a little bit later talk to people build relationships you don't have to get a meeting right away that's that's what I would recommend there that's what I do 100% I think obviously the best way to find what they're currently using because sometimes we Define with using a tool it's it's not super accurate sometimes so it's sometime they they're switching or migrating to another tool so that's s um something I Ione used for actually when I was working with tools like snowflake or databas unfortunately you can't find that on the website if they're using snowflake as a data warehouse and so the way we were using it it was uh looking for the keyword on on for example on LinkedIn and the employees so for example if you are typing Snowflake and you are seeing people mentioning snowflake on their job description you know that they were using snowflake or maybe also in the job description that the people they are currently having you know that they use snowflake as a data AWS so that's also thing you could use nice one I didn't even know that's that's awesome and if you know you want to know about Sal Force for example you have people with say Force developer under their U the title sorry nice I saw When I Was preparing the interview actually um on your LinkedIn profile you are talking about the S account alignment process because I imagine with um the account based strategy also you should be aligned with your AE so could you expand your account alignment account alignment with your AE process and how do you develop that and how is it helping you with your prospecting efforts this is my my bread and butter if you were to ask me what my bread and butter was so at domain base my time during at demand base on the growth segment I actually ran into a problem where working efficieny and collaborating with my AES was kind of an issue so I was coming from an ASR perspective I'm like well hey I want to I want to hit my numbers what's the best way I can hit my numbers so the first thing that I did was what's a better way that we can collaborate make this a lot more easy to actually push through deals and get to the money a little bit quicker on both ends SDR and a okay what I did there is I found out spreadsheets were my jam I wasn't really using spreadsheets at that time so I started using them and I found out a very easy way to segment because I ran into an issue I was I had five AES at the time at one time five AES is a lot even in a growth segment that's a lot to juggle with different personalities different pitch Styles different accounts different Industries so it was just a lot right so the easiest thing that what I did there is I came up with a way to have all of our account document notes in one sheet where I have individual tabs for each specific a and there specific accounts so alongside I also have my own little sheet within the spreadsheet that is a it's a catch all if you will of all the accounts that I'm actively working not just separated by the AE that way when I'm going through and cold calling or doing emailing I have one sheet of all my accounts that I'm actively working on I'm working about 50 to 75 at a time that's manageable that's one of the key things that we learned as well is keeping a very manageable book of business especially as an SDR working with so many AES that way all the accounts that I'm working on whenever I'm doing cult calling everything I have I have everything in my tips right doing the work on the front end to reap the rewards in the back end that is what I say every single time anyone asked me why I did that having a methodical and organized approach has led to a way smoother handoff process of qualified leads that are actually converting and leading to revenue I think that the a lot of sdrs and AE alignments they have a lot of drop off to lead to convert to revenue or stage Gates even for that matter because you guys don't have a lot of people don't get trained on having a process with hey um after you pass off a lead to an AE you you should probably continue to follow that lead and make sure that you're getting paid on it as the sgr right because the way that a lot of our comp structures are is is exactly that we don't get paid until the meeting happens or the meeting's qualified obviously I would hope that the majority of us sdrs want to make sure that those me meanings are qualified they're moving along so having that account process which again we'll show you guys a little bit later on just a templated spreadsheet that you guys can use as well having that sort of process very high level it's going to save you guys a lot of time and pain and it will greatly increase your relationships with your C Executives as well on your spreadsheet um do you connect it to your or is it more like uh you are manually updating it so I manually updated uh everything I'm in a new I mean it's a little bit of a niche situation for me but even at demand based using sfdc I still use manual um on the spreadsheets I I know a lot of people are probably cringing at that right now but I'm telling you right now you do it the the reason why the reason why it's very important that you should be doing more things manually is because every time that you're writing things down even on pen and paper you're typing it down and you're notes down on an account your brain is constantly thinking about that so whenever you're in a sheet and you're living in it and you're doing a cold call block and you know Autodesk and you've connected with five people over the last two weeks at Autodesk well hell you have their ICP their competitor intelligence you have all of your other notes from the other previous conversations at your hands that's why I know I'm harping on a little bit but that's something that I I really think that a lot of people should be doing more often um and of of course there's always ways to push all that to your CRM do that on the back end do that later focus on what you can control right now focus on what you can do later that's kind of been my mindset going throughout that process right now we love to see the spreadsheet because we're talking about it so do do you want to share the screen yeah 100% let me share my screen this is quite literally high level obviously I wish I could show you guys what it would look like built out I just can't do that there's a lot of sensitive information on some of the accounts that I'm working right now but high level I'm going to go through each of these columns column A account name just throw in the account name right status on the column B this is something that I implemented um at the beginning of this year actually this was very easy first off what I was doing was I was color coding like if I didn't want to reach out to an account I would just do red or if I already had a meeting with an account I had green now what I have here is quite literally just a drop down menu okay opportunity you're working the account it's pending you're nurturing the account they're disqualified they're in an SQ stage Prospect disco whatever all customized the reason why are why am I reaching out to this account this is something that I'm filling out and the top five accounts on every Monday that I'm fooling into this sheet right I know that they are a good fit or if they're the disqualified account the reason is their clothes lost right I know not to hit them for a little bit I have all of these different stage Gates here this way it's very easy for me to go into this account sheet when I'm on cold calls or looking to prospect midweek pull out all the ones that are dqd whatever right this makes it very easy then what I have here is I have a section with AE notes this is where the AE and the AE collaboration really comes into play I share this and I make it very clear and I do not position it in a way where it's going to increase your account Executives workload because let's be honest if you go to your account executive and say Here's the sheet I want you to keep up with it all the time with me they're not going to do it they don't have time for that set up a bi-weekly sync that is whenever you guys would be going through this now the reason why I have this here on the AE notes if the AE is also doing prospecting which the majority of the time AES are doing now they can come in here add their own little notes or if they're doing their own cult calling block or emailing block they can come into the sheet they live in it I've built everything out for them they don't have to do any of this I'm doing it for them then I'm GNA have my Sr notes and next steps or anything like that so for example if I'm on a cold call with Autodesk and I got off with the VP of marketing and she said hey I I want you to reach out to XYZ on the demand generation side of the house I'm gonna go in here and write XYZ reach out to reach out to XYZ like that is what I'm going to be doing that way me and my a are both aligned as soon as I do that after I hang up on that call I'm also peeing my account executive on slack teams whatever form of communication that you guys use and letting them know hey I just connected with XYZ I already put the notes in the doc here's what I have do you want to tag team something or is this valuable information where we can hit someone else that you've been hitting it's constant collaboration that is key do not be afraid to waste your ae's time you're not the only thing that would be wasting their time is if you told them straight up hey I want you to fill out this account sheet they're not going to do that right like treat it as a partnership they they're not you are not their boss they're not your boss Partners years then I have next steps here which we just touched on and then I have anything to do with this is whenever I'm doing my Mondays I'm going through here I'm doing anything to do with account personalization I know exactly what that account does who they're selling into their target addressable their total addressable Market they're competitors I'm doing everything on the front end that way I I know if they have any active competitors that we are currently working with I can I can say that in my Outreach hey where are working with XYZ they see us as a good company you might as well too right and then I have over here acts of opportunity just to make sure this was that was actually before I added in the status um column so you guys can throw that out but that is quite literally the tracking in terms of opportunity and then if you did you have any questions on in terms of that page before I touched on yeah yeah can you go back on the first yeah yeah for sure okay so can you click on status to see what you have um so you have yeah working what's 101 is it like 101 when you want to talk with your AE or something else status of the one1 is like whenever I know that I want it to be talked about in my bi-weekly scene coming up I'm going to put it on a one1 column that way I can just immediately go through there and then that way they know ahead of time okay he's going to want to talk about these accounts okay okay okay now uh let's go to reasons f a reason so here you have a top five for example for a top three or a top five is it the a giving you that's one of the top five accounts for example or 100% so that would be labeled as the account that your AE has given you and he said these are my top five accounts here or she said those are my top five accounts work them that way I know those are differentiated between the ones that I'm prospecting mqa is it marketing marketing qualified account yes mhm okay and so how do you Define that so that was actually defined previously by demand base's marketing team but over here on my end anything that's considered a marketing qualified account that's something that we're actually working on right now in terms of identifying um our product at the new company is quite literally able to be used with the majority of companies out there so we're we're trying to just we're trying to figure out those stage Gates right now but the reason why I still have them in here is because once we get to those stage Gates I will be utilizing that specific um column a little bit more okay and shwi I imagine that's something from demand base yeah so that's something I'm GNA be bringing out over here for sure um Shark Week is basically the week in a one week in a quarter where you are going ham you you and your entire Revenue work are all dialing you're all emailing everyone I'm talking C CEO everyone's involved that way whenever I'm tagging these accounts like I'm making a separate spreadsheet on that week and I am like the week ahead like that's a whole different thing that's a whole different account process to be honest but but yes that you're correct yeah perfect okay now that was that was good thanks for for sh this I think it's um specifically to improve your relationship with your N I think having displ it's super good so 100% I think I've had I've worked with nine AES now and I think eight of them eight of the nine have all came to me inste said that this sheet was something that they never even thought of they loved and was easy in terms of collaborating with their newr like I I'm saying right now if you were to come in the first thing that I do and that that I've been doing ever since I built this process out when I get put with the new a anywhere I run through this entire literally what we just did I run through with them very high level I say this is what I'd like to do does this make sense like does this help you or this hinder you always get their opinion because if it's going to hinder them and already doing something they're already doing something similar to this just use their sheet and incorporate what I just showed you into their sheet collaborate with your be a partner that is the main that's the main thing for sure and uh what's the second tab actually so opportunity tracking to so yeah so um this opportunity tracking template here is I mean obviously like I mentioned earlier we strs we want to make sure we're getting paid I love to be meticulous on how my deals are moving I'm heavily involved in all their deal processes from the moment I cold call and book a meeting to the moment that the procurement has been signed everything I'm in that whole process so I like to take that deep dive into it I'm going in making sure that I know the date that it was booked the meeting date that's going to happen notes from that cold call or the email on how I booked that meeting anything relevant the opportunity Link in the CRM whose rep like the rep name and then the link to a cold call the majority of my wins come from cold calls I think about 95% of them right now so majority of the time I'll just put that cold call Link in there I'll AI summarize it and that's going to be what I put into the notes section that is whatever and you you are mentioning earlier we are talking about being comped on meetings books uh at demand base where you comp on meetings book create opport opportunity created or also sales revenue yes yes so um we got gold on a little bit of a different B in each if you will but hopefully I'm not going too into the weeds but high level what it was is SQL at demand base was a sales qualified lead that's whenever you would book a meeting the meeting has to happen but it's qualified you called called someone you did not get paid on that the way that you would get paid is in two buckets Discovery calls and demo stages so whenever a call went to Discovery stage I booked it that meeting happened it was qualified that would be one stage gate you'd get paid a specific portion on that then on the demo stage once the Discovery call moves to a demo stage where the AE or the account executive is actually pitching doing a demo and not just qualifying out the prospect that is a separate bucket that we get paid on as full credits on that op then the third bucket is a closed one bonus I won't say that percentage just in case but there is a close one bonus um percentage um assuming that that deal did close the deal Cycles there um the average deal size was anywhere from 50 to 100, and the deal sizes they took about three to six months to close now I want to focus more also on your relationship with is because I think the pro is great to have this to to improve your relationship with is and you are talking about having a bi-weekly oneone with them do you have other ways to improve your relationship with your cont Executives I just think that the open communication is is honestly and we we'll touch on a little bit it's just goes back to the Being Human thing to be honest I think a lot of newer SRS that are a little bit wet behind the years which not on them it's not on their leadership either it's just new to them I think a lot of people are just scared to collaborate with people that are an account director positions that are above them especially new sdrs they just really don't they don't understand that you can collaborate with them and and treat them like a partner instead of just like you're working for them almost because that's really not how it is and if you're in a spot like that I encourage you to really take a look at it and from an outside perspective and position it as as what I just mentioned um I know that's probably not the answer you're looking for but that's honestly that that quite literally is what I would say to get better Communications is just just be treat them like you just met someone at a bar that you want to be friends with for the next five years like just treat them treat like a treat them like a friend that is going to build your relationship more more than any spreadsheet would do and actually if you are talking about being a human being so and I know that's something you wanted to talk about today so it's human level prospecting actually so um how do you approach that with your prospects or how do you structure your conversation to be more engaged and productive Prospect human level prospecting is something that I'm trying to come up with um you know I'm sure the name's been around for a little bit but something that I'm trying to coin a little bit on so honestly the easiest thing that I think of whenever I say human level prospecting is just being genuinely curious about these folks they know you're about to pitch them especially if you just connected with them on LinkedIn like they know that some point even if you are being friendly or just a human with them they know your job is to do sales and that's what LinkedIn platform is used by a ton of sdrs and AES on right the key here especially all the black back and forth the key here is literally just ask them for advice or help as a starting point like genuinely be curious especially if you're newer in an strr role at a company that you're not familiar with their product like me for example I'm coming from a role where I was very tenure did very well generated $2.8 million in Revenue but now I'm in a company where I don't know the offerings so my first thing that I'm doing is I'm going to my work on all my ICP and I'm asking him a simple question hey I just joined this company um and I know this is completely out of the blue but I'm just genuinely curious um do you mind if I ask you a few questions based on what my ICP would care about and see what the pain points are in the industry right now you know obviously I know you're my ICP I'm not really trying to pitch you right now I will in a month or two wink wink make make a joke out of it and just ask a question say do you have a couple do you have a couple minutes for me to just ask you a couple questions whenever when you got a minute or something along the lines of that right the majority of the time these people are going to answer back to you and the reason why psychologically is because people like to talk about themselves people are going to respond back to you if you're just genuinely curious about their role their job their life people like talking about themselves so just be genuinely curious these people know that then you can work it in as you're going and the thing is here it's not to get a quick win I mean I had a very good conversation with the global demand generation leader over at Google whenever I first joined my company I literally day one October 16 to my new company I asked him I said hey I just join this company and asked him that question I just mentioned we had a conversation for about two weeks back and forth he came in inbound we had a really good or we not inbound outbound but we had a very good conversation and it's going to be turning into a large um cycle and campaign and deal and conversation um and everything like that I know I just blurted out words but hopefully that makes sense that that's kind of what I'm getting a point across is just being human I mean right about way just be a human yeah and I think the other thing also what you're trying to do is to for your focus more getting help trying to understand them Al instead of just trying to pitch and I think that's why the prospect are more receptive to this because people are more receptive to F help someone for example when they are more genuine about you and they want to to understand your your your situation people know what you're trying to do at all times just have that in the even if they don't have that in the for Forefront of your mind it will make your life a lot easier in terms of selling here if we talk about the soft skills that why an SDR is super the top SDR or for example is being curious because here you are more focused around really to asking question to understand this and I think that's super important here 100% a question more around Focus your time at demand base so what have been your key learnings from generating 2.8 million Revenue at demand base key learnings there stay on top of your prospects I mean 100% you hear it everywhere you hear trans wrestle say it 24/7 on Friday is on LinkedIn I will say generating $2.8 million in Revenue at demand base that has been one thing that's been a common theme is the only deals that have converted were the deals that I as the SDR were also coming over the top on AE notes let's say for a live example we had at demand base specifically there was one deal at XYZ company where I had sourced um three months go by the demo was happened they were in a contract stage the AE had some drop off Well turns out that person was just like go the AE wasn't going through and trying to back channel so I obviously as the SR wanted to get paid this is the difference where a lot of the SRS that I know will just leave it be it's Dae no it's a collaboration it's a partnership so I took it ahead of my time I went ahead and just reached back out proactively to the account started reaching out following up throughout the account saying hey we already had this meeting with XYZ here's what XYZ was said you know sorry to see that they were let go but this was definitely top of mind mind let's reconnect then those meeting that meeting came back and they rebooked it they closed about three months later things like that that is something that I mean whenever I'm talking about following up not specifically just in a Cadence here's the thing you can have a a Cadence for XYZ Persona a Cadence for that Persona Cadence for that for that Persona cadences are cadences like it's our luck and I I hate saying that it's almost it's luck with the side of actual work and the actual work that's coming in is like maybe 5% of the meetings that you'll book and that's what we were talking about earlier but it's not even that it's focusing on what you can control right something you mentioned here that I forgot and for me took me a few years because I think the an issue we're making with a lot of SD so it's with the SDR a function generally what's happening is okay we book the meeting and that's it and that's over but I think specifically for enterpris account it doesn't work this way because the problem is like you were mentioning earlier you are like a prospect we l l for example and and you took the initiative and you are accountable on this account and you have them but I think for Enterprise account that's super interesting to think about this differently because I know in early stage companies generally you don't have this hard res set as they are not com on getting more meetings than just one generally they're only paid for one and that's it and where an Enterprise account you should have pay just for one meeting because if you are going after Google like you saying earlier maybe one team is not enough to to have a de sign for example and I'm glad you actually brought that up because the different business units especially if you are in some smaller not small businesses but midmarket accounts even have different business units within them midmarket and Enterprise are mainly the ones that have different business units for sure but it's it's if you've gotten in with a business unit use that name that's something that I did a lot of demand based for that 2.a use their name and outage to a different business unit and the way that I know who those business units are is my front loading with what I showed you guys earlier I already know that I didn't have to go research that or ask them I already did that BR six months ago right that saved me time go reach out to the new business units you're already working with some of them you know it's relevant you know their company is interested expand so that's I'm glad you brought that up I agree with that 100% we at the end of the interview actually so I have three more questions and before we wrap up so the first one is what resources do you recommend for sdrs looking to improve their prospecting skills and you can't say your newset I won't um but no the uh honestly it might it might sound cliche too but honestly I'm gonna say LinkedIn I I live on LinkedIn I I I truly do LinkedIn is where I'm going I've kind of curated over the past year and a half of building my personal LinkedIn brand I've cated this following of of network of people that are in my similar space sdrs AES and a tech or s or software as a service role where I'm getting a lot of intriguing and interesting new strategies and on the ground boots on the ground like strategies that are actually working from people that are at top companies like sales workor Google stuff like that LinkedIn has been my number one thing I think not even that that's the resource but the way that I would recommend using that resource taking a step deeper is get a notebook write down some new emails get on docs write some emails write some emails pull up on one monitor LinkedIn post that you want to take apart and trying your strategy take it apart put it into a new dock on on the side on a second monitor combine the two use Chad zbt I that is the kind of stuff that I am doing constantly I'm taking Snippets from LinkedIn I'm throwing it in Chad gbt with my learned model with my company and saying hey articulate this back in a way that would would recommend to intensify demand and an ICP that I care about like it's rephrasing stuff from LinkedIn and using it as your own there's something that I learned in door too my time there is something that my old boss told me about was to take pieces of every single top rep that you've ever seen and had a conversation with and build it into and bake it into your own strategy that is going to be what is going to set you apart from every single other seller in the entire world completely an on this um that's something I think uh obviously talking to the performers that's a really good way to to Really accelerate your your learning and and your performance uh question because you are saying about LinkedIn specifically do you do you recommend to follow who do you recommend to follow for example or who are you following on LinkedIn yeah no so I mean obviously the lavender lavender team is one of the people that I always recommend following just as a your Str strr in terms of emailing tactics but um Jed I'm trying to find his last name right now just to make sure I actually know it I might be mispronouncing this but his name is Jed Marl he was with a company called mailshake for a little bit he owns his own company called practical prospecting he I mean honestly like what I was just telling you about how I pull Snippets from LinkedIn in chat DT a lot I'm using a lot of his his um content there's another person called Skyler who is more for AI um kind of messaging and everything like that I'm trying to find his name as well sky that NAD I can't pronounce his name I might be mispronouncing it but he is um he's someone that's more on the AI side of the house he posts a lot about um automating workflows through clay automating um email personalization tools actually something that I'm going through right now with them um but yeah no those are the two top people that I follow right now what are some common mistakes Asia Mak in a con based prospecting and how can they avoid them what are some of mistakes that s is making in account-based prospecting I mean the most common mistake is is just thinking that they can go after 50 accounts and just throwing them in there every Monday and then just not doing any sort of personalization not doing any sort of account Deep dive and not really understanding it I think that a lot of sgrs think that they can get away with it in the sense of I'm gonna go find 10 or 15 accounts load them up on Monday and start prospecting them as I go throughout the week I think a lot of people do that and a lot of the times what it's going to happen is it's going to inundate and backlog your um task you I mean one day you're going to have meetings back to back for five hours and you don't get through all your meetings so then you're a day behind do it all on Monday block it out like that is something that I see a lot of people um especially new us you always make a mistake on is thinking that they can get so much done quickly when it's just it's we're not in a role that you get things done quickly you don't get quick wins anymore it's just not the expectation that's what I would say and what advice would you give to new SDR who are just starting out in based use the uh Google sheet template that you can get from no I'm just kidding but I mean seriously it's it's quite literally building out an account doca process um the first thing that I would do especially if you're getting started with account-based prospecting sync up with your a whether that's one whether that's five sync up with them get get an idea get their first get their top 10 accounts then start building it off of that start building an account of dosier process that's I mean what 100% you everyone should be doing that I know it's been broken record on this call this podcast but that is something that I've seen success and that's why I've seen constant success that's why all the top sdrs and top AES that's what they all do I'm just it's it's what works that's the advice that I would give you well thank you so much for being on the show today uh before we end the episode uh do you have anything else you want to share with the audience obviously we'll include your newsletter in the description you're good yeah no I mean honestly guys I think that the only thing that I want to leave everyone with that I think is very important in in a selling role is treat people with respect people are going to treat you with respect and if they don't that's okay move on you know it's a cold calling role um I think that if you are treating people with respect you are doing human level prospecting you're treating them with genine curiosity the results will come they may not come super quickly don't be discouraged I I highly encourage you guys to continue on and uh you'll see the results just put in the work that's that's all I got to say for sure don't be afraid thank you so much uh for being on the show and forone listening I see you on the next episode absolutely if you enjoyed this episode feel free to leave a review on Spotify Apple podcast so for Spotify to leave a review what you can do is you can use your phone then go on the Spotify app then you go to the A game page and then at the top of the page you can leave um a review it's a a five star review if you enjoy the EP of and then if you're listening to this on Apple podcast feel free to review on your app thanks for listening and I see you on the next episode