30 Minutes to President's Club | No-Nonsense Sales

How to Open & Close More Deals With Key Accounts | Maddy Jackson | Ep. 284 (Sell)

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.

41:10

Episode guests

Maddy Jackson

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Utilizing a permission-based introduction by linking outreach to executive-level metrics can significantly enhance engagement with key decision-makers.

Employing a structured strategy where AEs focus on high-level contacts while SDRs handle below-the-line outreach optimizes overall sales efficiency.

Deep dives

The Importance of the Question 'Why'

The key to effective discovery in sales lies in the question 'why,' which serves as a powerful tool for digging deeper into a prospect's motivations. Rather than jumping directly into addressing their current needs or software solutions, asking why provides critical insights into the core reasons behind their search for new offerings. For instance, if a prospect indicates they are evaluating new software, instead of simply asking about current systems or timelines, discovering the underlying reasons for the switch can open doors to more significant insights. This approach not only prepares a salesperson for future meetings but also helps to engage more stakeholders in the decision-making process.

Intro

2min

Mastering Sales Engagement

6min

Engaging Executives for Deal Success

18min

Strategic Account Categorization

7min

Maximizing Sales in New Territories and Efficient Pipeline Management

2min

ACTIONABLE TAKEAWAYS:

Permission-Based Introduction: Identify an executive, then request an intro to their top lieutenant by tying outreach to an executive-level metric they care about.
Funding Intent Matters: Don’t just track funding announcements—dig into how the company plans to use the money and align outreach to support that goal.
AE & SDR Account Strategy: AEs select accounts, build a POV, and own outreach to execs, while SDRs focus on below-the-line contacts with AE guidance.
Account Tiering System: Rank accounts as green (30-50), yellow (130), or red (30-50) based on deal size and buying likelihood to prioritize outreach effectively.

MADDY'S PATH TO PRESIDENTS CLUB:

Account Executive @ Webflow
Account Executive @ SafeGraph
Account Executive @ Procore Technologies
Account Executive @ Procore Technologies
Senior Business Development Rep @ Procore

RESOURCES DISCUSSED:

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