![[GREATEST HITS] 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, B2B Catalyst](https://s3.castbox.fm/89/2a/3f/86c6a80d955ab97c2ed86f6246e74b50e9_scaled_v1_400.jpg "[GREATEST HITS] 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, B2B Catalyst")
[GREATEST HITS] 54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, B2B Catalyst
Description
📫 Subscribe to the Outbound Kitchen newsletter
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Ask: Submit your questions here (anonymous)
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Download his Sheet: Account Tracking and Opp Tracking
3 things you'll learn in this episode:
- How to Deep Dive into Each Target Account, Including Researching Competitors and Differentiators
- How to Personalize Outreach by Adding Human-Level and Business-Level Personalization
- How to Build Strong Relationships with Account Executives (AEs)
Join me in this episode as we unpack Austin Jouett's playbook about Account-Based Prospecting.
Austin is a former Senior Enterprise Sales Development Representative (NAM region) at Intentify Demand
Austin's results:
- $2.8 million in generated revenue in less than two years.
- 2022 YTD attainment was 120% and YTD 2023 was 105% overall at Demandbase combined with Intentify Demand
- Top 30 under 30 Global SDR for 2023
Connect with Austin on LinkedIn:
https://www.linkedin.com/in/austinjouett/
Subscribe to his DnA Prospecting Newsletter
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📬 For more prospecting and sales development tips, join 3,651 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire/
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Chapters
(00:00 ) Enterprise BDR
(02:12 ) Approaching Account-Based Prospecting
(03:31 ) Targeting Enterprise Companies
(04:01 ) Deep Dive into Accounts
(05:28 ) Finding Competitor Information
(06:55 ) Using ChadGPT for Personalization
(08:18 ) Human-Level Prospecting
(13:13 ) Account Alignment with AEs
(14:39 ) Opportunity Tracking Template
(28:34 ) Being Curious and Genuine
(39:14 ) Common Mistakes in Account-Based Prospecting
(40:11 ) Advice for New SDRs
(41:09 ) Treating People with Respect
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