Outbound Kitchen - B2B Sales Podcast 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, Enterprise Sales Development Representative at Intentify Demand
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 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
- Demandbase top 60 SDR / SDR Leaders to follow
- Built out an entire SDR/AE account alignment process that improved efficiency and collaboration.
Connect with Austin on LinkedIn:
https://www.linkedin.com/in/austinjouett/
Subscribe to his DnA Prospecting Newsletter
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Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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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
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