Chapter 20 - Getting into New Accounts (The SMART Sales System)
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The document outlines a prospecting cadence to follow when trying to get into new accounts over 8 weeks. It involves sending a cold email to start, then making phone calls and leaving voicemails on set days each week while pausing contact in between rounds. It also provides strategies for finding different contacts to target within an organization vertically and horizontally. The goal is to concentrate prospecting efforts on a small number of accounts to build depth rather than spreading efforts too widely across many accounts.
![CXO (CIO, CFO, CEO, COO)
VP of [department] (IT, HR, Finance, etc.)
Director of [department]
Manager of [department]
User/front-line worker
Vertical Movement](https://image.slidesharecdn.com/chapter20gettingintonewaccounts-200429165200/85/Chapter-20-Getting-into-New-Accounts-The-SMART-Sales-System-14-320.jpg)
Chapter 20 - Getting into New Accounts (The SMART Sales System)
- 1. Chapter 20 – Getting Into New Accounts
- 2. Level Set
- 3. Prospecting Cadence Organizational Movement Concentrated Prospecting
- 4. How many times should I call? How many emails should I send? How many voicemails should I leave?
- 6. Day 1 Day 2 - 7 Day 8 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVM Call LVM VM Follow-Up Email Pause Day 9 - 14 Round 1 Week 1 Week 2
- 7. Day 15 Day 16 - 21 Day 22 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVM Call LVM VM Follow-Up Email Pause Day 23 - 28 Round 2 Week 3 Week 4
- 8. Day 29 Day 30 - 35 Day 36 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVM Call LVM VM Follow-Up Email Pause Day 37 - 42 Round 3 Week 5 Week 6
- 9. Day 43 Day 44 - 49 Day 50 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVM Call LVM VM Follow-Up Email Pause Day 51 Round 4 Week 7 Week 8
- 10. Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 1 Call LVM VM Follow-Up Email PauseWeek 2 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 3 Call LVM VM Follow-Up Email PauseWeek 4 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 5 VM Follow-Up Email Call LVM PauseWeek 6 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 7 Call LVM VM Follow-Up Email PauseWeek 8
- 11. Send Cold Email | Cold Calls with DNLVMWeek 1 Cold Call | LVM | VM Follow-Up Email | PauseWeek 2 Send Cold Email | Cold Calls with DNLVMWeek 3 Cold Call | LVM | VM Follow-Up Email | PauseWeek 4 Send Cold Email | Cold Calls with DNLVMWeek 5 Cold Call | LVM | VM Follow-Up Email | PauseWeek 6 Send Cold Email | Cold Calls with DNLVMWeek 7 Cold Call | LVM | VM Follow-Up Email | PauseWeek 8
- 12. Prospecting Cadence Organizational Movement Concentrated Prospecting
- 13. Finding a Different Way In
- 14. CXO (CIO, CFO, CEO, COO) VP of [department] (IT, HR, Finance, etc.) Director of [department] Manager of [department] User/front-line worker Vertical Movement
- 15. Horizontal Movement CEO/Owner Marketing Sales Finance IT Operations HR
- 16. CEO HR VP of HR Director of HR HR Manager HR Specialist Finance CFO (Chief Financial Officer) VP of Finance Director of Finance Finance Manager Accountant Marketing CMO (Chief Marketing Officer) VP of Marketing Director of Marketing Marketing Manager, Marcomm Manager, Product Manager Sales VP of Sales Director of Sales Sales Manager Sales Rep, Account Manager IT CIO (Chief Information Officer) VP of IT Director of IT IT Manager Engineer Operations COO (Chief Operations Officer VP of Operations Director of Operations Operations Manager Engineer Organizational Movement
- 17. Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 1 Call LVM VM Follow-Up Email PauseWeek 2 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 3 Call LVM VM Follow-Up Email PauseWeek 4 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 5 VM Follow-Up Email Call LVM PauseWeek 6 Send Cold Email Call DNLVM Call DNLVM Call DNLVM Call DNLVMWeek 7 Call LVM VM Follow-Up Email PauseWeek 8 Organizational Movement
- 18. Prospecting Cadence Organizational Movement Concentrated Prospecting
- 19. Don’t Be a Mile Wide and an Inch Deep Mile Wide Mile Deep Be an Inch Wide and a Mile Deep