[GREATEST HITS] 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, B2B Catalyst
📫 Subscribe to the Outbound Kitchen newsletter --- Ask: Submit your questions here (anonymous) ---- Download his Sheet: Account Tracking and Opp Tracking 3 things you'll learn in this episode: How to Deep Dive into Each Target Account, Including Researching Competitors and Differentiators How to Personalize Outreach by Adding Human-Level and Business-Level Personalization How to Build Strong Relationships with Account Executives (AEs) Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting. Austin is a former Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand Austin's results: $2.8 million in generated revenue in less than two years. 2022 YTD attainment was 120% and YTD 2023 was 105% overall at Demandbase combined with Intentify Demand Top 30 under 30 Global SDR for 2023 Connect with Austin on LinkedIn: https://www.linkedin.com/in/austinjouett/ Subscribe to his DnA Prospecting Newsletter --- 📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/ Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/ --- Chapters (00:00) Enterprise BDR (02:12) Approaching Account-Based Prospecting (03:31) Targeting Enterprise Companies (04:01) Deep Dive into Accounts (05:28) Finding Competitor Information (06:55) Using ChadGPT for Personalization (08:18) Human-Level Prospecting (13:13) Account Alignment with AEs (14:39) Opportunity Tracking Template (28:34) Being Curious and Genuine (39:14) Common Mistakes in Account-Based Prospecting (40:11) Advice for New SDRs (41:09) Treating People with Respect Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe