178: How to get the attention of any decision-maker to expand your sales within an enterprise account

Troy Angrignon shares his account management wisdom on this episode of the Predictable Revenue podcast.

Troy has more than 25 years of experience as a sales leader and management consultant for companies selling into large accounts in multiple industries. Highlights include: what you need to know about someone before going for the meeting (4:19), capturing and sharing this knowledge (7:56), mapping a large account your company has sold into before (12:17), how to book a cold outbound meeting with a speaker during a virtual conference (17:09), nailing the first call you have with a decision-maker at a target account (20:28), how to prioritize a setlist of accounts (29:15), and the secret about CIOs (34:40).

SHOW NOTES: 

Similar to Troy’s reverse-engineered and scaled approach, Michel Feaster also starts with a critical problem that is plaguing a particular persona to be the foundation for new software products she wants to build: The Framework For Creating a Product – And a Brand-New Category

More on selling into large accounts: Swimming upstream: how Proposify went from selling self serve deals to working with enterprise clients with CEO Kyle Racki