30 Minutes to President's Club | No-Nonsense Sales How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell)
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Feb 4, 2025 Maddy Jackson, an experienced Account Executive from Webflow, SafeGraph, and Procore Technologies, shares her expertise on closing key account deals. She discusses the importance of permission-based introductions to secure meetings with top executives. Maddy emphasizes aligning outreach with funding intent and offers insights on account tiering to prioritize prospects. She also highlights the collaboration between Account Executives and SDRs, advising on effective engagement strategies to navigate complex sales pipelines and drive success.
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Permission-Based Introductions
- Use "permission-based introductions" to connect with executives.
- Ask an executive for permission to contact a specific team member regarding a relevant metric.
Targeted Prospecting
- Identify target contacts using LinkedIn Sales Navigator, focusing on relevant titles and responsibilities.
- Align outreach with specific metrics and research to show a deep understanding of the prospect's needs.
Prioritize Champions
- Prioritize meetings with champions over executives early in the sales cycle.
- Champions offer valuable insights into the company's pain points and can help build a stronger case for your product.