Account planning framework, "How'd you get my number?" and 1% club Cold Call Script

Question 1:

I’m a new AE and have to plan my territory (identify named accounts, outreach strategy, etc…) How should I go about account planning?

Tier your accounts. Here’s a breakdown:

Tier 1
Ideally 15-20% of your book
Data quality: ensure there are personas who you sell to at the account; check Sales Nav
Include top industries your company has the most success in
High growth & innovative companies: do they invest in tech? Do some homework
Spend 50%+ of your time on these accounts
Ensure you have a strategy for engaging execs
Ensure there’s relevancy in your outreach
Engage with your SDR closely, as well as CSM and SE (as needed)
Multi-channel approach

Tier 2
30-40% of your book
Ensure data quality
Industries you sell into, but not tier 1
Align closely with your SDR
Automated sequence, multichannel approach

Tier 3
40-50% of your book
Industries your company has the least success in
Not ideal ICP
Traditionally less innovative
SDR engagement
Add to automated sequences
Take meetings as they come up

Question 2:

How do you respond when a prospect asks you, "how did you get my number?"

Keep it simple and transparent.

“We use a software tool that scrapes the internet for phone numbers and emails. I’m sorry that I caught you off guard.
Would you like me to continue?”

Question 3:

Since you’ve worked in telecom - what would be some good cold call talk tracks to make them want to buy items such as a new phone, or switch over, etc…?

You’re right.

I worked as an AT&T inside salesperson back in my University days. I was cold calling folks all day to get them to switch over to us.

Here’s the cold call script I used to become a top 1% seller.

The lessons still apply today.

Me: “Hi there - this is Salman at AT&T. Do you have a minute?”

Customer: “What’s this about?”

Me: “Have a quick question. Do you make long distance calls?”

Customer: “Yes”

Me: “People I talk to in your area usually have a plan or use calling cards.
Is that what you use to call family and friends across the country?”

Customer: “Yes.”

Me: “If you don’t mind me asking, how much do you spend a month on long distance calls?
Is it $10-$20, $20-$30, $30-$40, $40-$50, $50+”?

Customer: “About $30-$40”

Me: “What if I told you that you could call anywhere you wanted across the US.
Any time, any day, for as long as you want for $29.99 / month, not a penny more?”

Customer: “Ok. I’d be interested.”

Me: “Here at AT&T we have our unlimited long distance plan for $29.99. So you’ll save money every month.
But the best thing is you don’t have to do anything on your side.
You can keep your local provider and we’d take care of the switch to our long distance plan.
You don’t have to lift a finger.
Can we get that set up for you?”

Customer: “Sure, let’s do it.”

Me: “Awesome. Let me confirm your info and then I’ll pass you to our verification team to complete the switch.”
…………………………………………….
I averaged > 1 SPH (sales per hour). Which earned me top marks on the team.
Automated dialer.
It was a transactional sale. Made some decent coin during university days.

Lessons I learned:

- provide context when asking questions
- confidence and tone are paramount
- don’t be afraid to ask for the close
- have fun with it!

I know most Sales in tech aren’t one call closes.

But this gave me the building blocks to take my Sales career to the another level.

That’s all for this week folks. Please don’t forget to submit your questions that you want answered. See you soon!