A sales approach where you map out all the decision-makers in a target account, not just one contact. Start by studying your past wins to see which groups of people typically buy together, then reach out to each of them separately and keep prospecting even after you land an initial meeting.
What I want to do is look at past deals. Who have we won deals with in the past? Is there a pattern? How do we then continue to. To break into that and communicate with them? So from there, I'll either start reaching out to people in all those groups with my sdr. If inbound leads come in, I'll then take that inbound lead and then reach out to another group saying, hey, a lot of people from this particular stakeholder group are reaching out to us and needing help with X, Y, and Z. This thing typically relates to what you support your company with. Hey, we'd love to share more with you and what we're doing. A lot of these companies, they don't talk to each other, they don't know each other. And so they're always curious to know what each other are working on. And then a lot of times, politically, they may not want to bring them in, but that's kind of not up for you to decide. You need to make sure that you have all that data and understanding right away and not make those assumptions. So bringing in other people, and they want to know what's going on, they have their own initiatives, and then you as a seller may realize, wow, they have other initiatives that don't interfere with this. I have two deals now or one really large opportunity as well as I can then start to really know that there's a real thing here. Your job as a seller is to try to get as much information as possible. Whether that's talking to everybody across the buying group or tons of people in one buying group. You never stop learning. You never stop trying to gather information, even though you got somebody on the hook that's interested in what you're doing. So don't just stop prospecting into an account. Once you have a conversation going, take that and then spread yourself throughout the rest of the organization.
