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Recording: Enterprise Prospecting
Slides: Enterprise Prospecting Slides
Description: A deep dive into how we prospect into the Enterprise at Outreach with our #1 2019 SDR Kyle Herman, and Enterprise SDR Management advice from our Enterprise SDR Manager Heather Burke.
Agenda:
Enterprise Prospecting
-How to determine if decision-making is centralized or decentralized
-How to map the most important prospects in an account
-The different research strategies that are consistent with all enterprise companies
-How to get a referral across departments
-Our specific checklist for researching a company
Enterprise SDR Management
-Why we promote from within to enterprise shortly after ramp
-Why Enterprise is more likely to be successful with outside hires
-How we set incentives
-Our approach to compensation (hint: we compensate WELL)
Additional resources referenced:
Enterprise account checklist: Enterprise account research checklist
Account/Industry & Individual research examples: Research examples
Account mapping template: Account map spreadsheet template
Referral webinar: Referral playbook webinar