Prospecting for large accounts

[muskanislam25]

Prospecting for large accounts is a challenge in any B2B segment. Even if you are achieving great results selling to small and medium-sized companies, you will not become a reference in the market if you do not seek out large accounts.

However, this type of prospecting is a huge challenge, mainly because it requires greater complexity than simple sales, a different relationship with the customer and has a longer sales cycle than normal.

Therefore, in this post we will clarify all doubts about prospecting for large accounts, keep reading!!


What is large account prospecting?


Let's say your segment is sportswear and you work by supplying Italy telegram data small local stores. Following this line, your income depends on the demand of these businesses, which can be good, depending on the region. But what if you could reach larger chains, with a wider reach, such as Centauro or Netshoes? This is the difference between a simple sale and a large sale.

In general, large sales usually involve a higher average ticket. In other words, these companies can both buy more products and acquire a greater variety. Which is great for the profitability of your business.

Large account prospecting is different on several levels from other types of commercial prospecting.

The main aspect is the sales cycle, which is very long, usually over 2 months. There are a few reasons why this happens:

Selling is much more relational;

There are several decision makers involved;

There may be several areas involved in the negotiation process;

There are many gatekeepers involved throughout this process.



How to prospect large accounts


Planning
The first step to prospecting large companies is planning. Furthermore, it is necessary to structure new technologies to support the search for larger clients and increase your revenue.

A large company may take much longer to close a deal than a smaller one, requiring several meetings and phone conversations until the deal is closed or not. In other words, plan the steps you will need to take to make this change.



Mapping
Account mapping is an activity that consists of aligning the customer's purchasing journey with the company's commercial process through a sequence of steps, some of which are: defining:

Ideal customer: the first step is to define who your ideal customers are, those with whom your company has the greatest chance of closing a deal. This information can be found by analyzing your current customer base.

Prioritize the ideal profile: with your ideal client in mind, seek to prioritize attacking these profiles first, checking their needs, market size, budget and other relevant information.

Focus on a niche: when focusing on a specific branch, focus on it so that results are achieved.

At the end of the account mapping process, you need to list the people you will talk to first and those you will hold off on. You need to know exactly who they are because when you start executing and engaging these leads, you have much more control over when to engage each of these decision makers.



Approach
Well, since prospecting for large accounts is more complex, a high level of personalization is required in your approaches. It is not enough to just send impersonal emails constantly to win over such a client. Messages can initially serve as an approach, but to evolve in prospecting, other attitudes are recommended.

Therefore, one of these attitudes is to invest in other types of approaches, such as social networks. A good option for this is LinkedIn, but not just any LinkedIn will allow you to have a direct connection with the decision-maker. You need to pay attention to some points during this process.

You need to have an optimized LinkedIn profile, that is, one that answers the following questions: how do you, the person prospecting that lead, fit into the market? What type of decision maker do you usually target? Who do you want to help? How do you help?