Outbounding by William Miller

Author:William Miller
Language: eng
Format: epub
Publisher: Harpercollins Leadership
Published: 2020-08-30T00:00:00+00:00

CASE STUDY 1—TWENTY-FIVE KEY ACCOUNTS STRATEGY—A TEN-DAY SEQUENCE.

Here is a company that sells a lot to mid-market, usually $3,000 to $9,000 MRR (Monthly Reoccurring Revenue), and the reps get about 20 percent of their activity from inbound leads. They identify one persona in their Top 25, and over a two-week calendar window, address that one persona.

Example: The targets are CMOs in the top twenty-five accounts.

The Monday/Wednesday/Friday cadence looks like this:

WHAT TO DO:

Day 1

Day 2

Day 3

Day 4

Day 5

WKND

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