Improve Sales Lead Qualification for accounting

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tearing out your accounts if you're not doing this already and having like so take let's say you have 50 accounts that you want to go after you've got 50 i don't even use that number 50 accounts tier them out so give your top tier one accounts and put those aside then get your middle bunch your tier two and then get your tier threes i want you focusing your time on your tier ones right those are the ones that are well qualified you've done your research you know the players i want you to be able to recite the names of the c-suite i want you to know everything about them and that's where you hyper-personalize in that tier one and that's where you spend your time now there's still these twos and tiers threes kind of what jack was saying about time management it doesn't mean you ignore them but what i do on a weekly basis is i'll make a note 15 minutes literally some point time on my calendar like just 15 minutes and i'll go into my tier twos and i'll spend a little bit of time trying to figure out if there's a reasonable thing for me to think that i could pull them into my tier one did something happen did someone move there did is there triggered i'm looking for something of a way that i can connect with them right and i might i might build up that tier one my tier threes typically are going on kind of like nurturing you know here's a piece of information that i think you might find helpful but that is more automatic that is not necessarily what i'm doing in my share one so backing it up and thinking about your time if you have a book of business or you have a set of accounts try cheering them out spend an hour or two in the morning once a week monday morning map out what you want to spend your time on and the thing that i always do to kind of check myself before i wreck myself is make sure that i am i i want to know like i want to know names like if if john came to me and said megan give me your top 10 accounts and i want to know exactly who you're going after and what you've had i want to be able to recite that because i want them like in my veins i want to know who they are i want to know what they've been doing and that's gonna when i do or have had conversations with these tier ones i start on a much higher level than i would if i hadn't done anything before and that's what i'm constantly trying to remind myself to do is come in at the same playing field the same level the same rung of a ladder i don't care how you want to describe it as your prospect and that is going to be a game changer for you and how you have that conversation um i was actually talking to john barrows himself in the last webinar um the last webinar we had and he mentioned something really cool he's like when it comes to the tier threes save them save them for the end and don't if the deal comes along and you know that they're going to get into your discovery call take the discovery call anyway and use it for practice you know that it might not be the best but you can improve your discovery you can improve what questions you're gonna ask so the next round of tier ones and tier twos that you have you're ready you're ready to hit the ground running so use those tier threes guys don't be afraid to really utilize your whole pipeline it's not just sticking to tier ones and twos because that could be exhausted real fast now when it comes to tell me mike really quick just you mentioned a really good point um taking meetings with tier threes right on the discovery level not only um should you be using that for practice but also you can build great relationships okay so relationships is key in sales if you're meeting with a tier three account you never know they might turn in there might be more that you can't see right that's behind the lines but they might know somebody that you're prospecting to or better yet they might know an account that really could use your service and without you even asking it that now becomes a champion of yours for instance we have a company that works with or that's that's a partner of ours at saster and without us even knowing their cmo referred five different companies to faster five without asking us without doing anything five people so take the meaning okay if you have the time and build a relationship not saying take a meeting if it's absolutely not a fit you know you are strictly b to b either b to c they don't even touch b to b like sure that's going to be a waste of time unless you can see that like they have some sort of connection but don't don't downplay the connection piece yeah it's also it's sorry adrian but it's also about a value add with those two three accounts as mike said like people will talk sas is like this little you know culty bubble for better or worse um but people talk and like brian my vp of sales preach to me he's like he's giving me lower tiered accounts to go practice with but when i go talk to them i'm thinking okay yeah they may not be a fit but how can i give you about them that value-add and exit the conversation feeling like they still got something even though it served like it didn't result in a deal for me and the way i think about that is hey sasser could add a lot of value to your team even if you just attend so i'll be like hey i'd want to throw you free tickets and that's a relationship piece and then that's what gets people talking and then that's what brings in those brand champions how many touches until you stop chasing an inbound in terms of how long you should be reaching out to them yeah how many touches until you just stop chasing we have a rule of thumb that saster where if it's a no now it it'll be a yes in the future so it's all about it's we use uh signals right so the team says no in january but then they go on to deal with 45 million around in june that's a signal that go reach out and that's why it's so important to track your like your metrics and your prospects through linkedin sales lab and that sort of thing and through company pages is because okay we can't do this certain investment right now okay well i understand um let me know how i can add value in the future but then you go oh hey you just did the ground or hey you just hired a vp of marketing that means hey if you have a vp of marketing that means you're probably looking to do some sort of brand pivot brand awareness of some kind okay i'm going to go reach out to you be like hey so and so i just noticed you hired a vp of marketing that's really great i see their you know they've been a hyper growth teams in the past how are you planning for that ingly and that essentially restarts the conversation the conversation is never truly dead because there's always new signals to go after whether that's a month from now two months from now etc and that's the way mike and i plan it out it's faster