top of page
FIELD & ENTERPRISE ACCOUNTS

"A strategic framework for accelerated growth - Pinpoint the right Enterprise sales accounts, navigate complex decision-making structures, use org level insights to create greenfield opportunities as well as expand existing accounts."

Navigating the complex world of enterprise sales requires a strategic and targeted approach. Identifying and prioritizing the right enterprise accounts can be a game-changer for B2B technology companies, leading to larger deals, stronger partnerships, and increased market share.

​

Introducing a Data-Driven Framework for Enterprise Account planning:

​

Our specialized methodology goes beyond traditional account scoring models, providing a deep understanding of your enterprise offering and unique needs. We leverage market intelligence data and geographic intelligence to deliver a comprehensive assessment that considers not only sales potential but also strategic fit, competitor landscape, and sales cost optimization.

​

Our Approach:

​

We evaluate enterprise prospect accounts across a range of critical subject areas, including:

​

  • Location Intelligence: Mapping the location of key decision-makers, influencers, and offices to optimize sales travel and resource allocation.

  • ICP - Geo Extension: Identifying companies with decision-makers and influencers in relevant geographical locations, aligning with your ideal customer profile.

  • Competitor & Partner Presence: Assessing presence of competitor and partners in geographical proximity.

  • Regional Presence: Mapping the presence of competitor and partner sales, marketing, and account management personnel in geographical proximity.

  • Strategic Programs: Evaluating the potential of target accounts for inclusion in strategic initiatives like Customer Advisory Councils and Customer Reference Programs.

  • Territory Clustering: Identifying optimal locations for sales teams and regional offices based on the geographic distribution of target accounts.

  • Data-Driven Territory Allocation: Providing inputs for designing coherent sales teams structures and assigning territories based on data-driven insights, considering factors like sales process, language requirements, and past experience.

  • Sales Objectives and Targets: Enables our clients to set data-driven sales objectives and targets for different territories and industry segments, considering factors like competitor customer base and overall market potential.

​​

How we evaluate prospect Enterprise accounts:

 

​We score prospect Enterprise accounts can be scored on these subject areas:​​​​

12 subject areas.png

Thereafter, we evaluate prospect accounts based on these evaluation buckets:

9 evaluation parameters.png

​​

  • ICP Plus: Ensuring strong alignment with your ideal customer profile, considering factors like industry, size, and technology landscape.

  • Contact Influence: Identifying key decision-makers and influencers within the organization, mapping their roles and locations.

  • Ability to Spend: Assessing financial capacity and willingness to invest, analyzing public financials and funding data.

  • Recent Signals: Capturing timely indicators of buying intent, such as technology adoption trends and recent investments.

  • Need or Interest Indicators: Validating the prospect's need for your solution and their potential pain points.

  • Revenue Potential: Estimating the potential value of the account based on their size, growth trajectory, and industry.

  • Strategic Importance: Evaluating the long-term partnership and advocacy potential of the account, considering their industry leadership and influence.

  • Sales Cost Optimization: Analyzing the efficiency of acquiring the account, considering factors like travel time, resource allocation, and potential challenges.

  • Competitor & Partner Dynamics: Assessing the competitive landscape and potential challenges, mapping competitor and partner presence in the region.

​

Benefits of Our Approach:

​

  • Accelerated Sales Cycles: Focus your efforts on the most promising enterprise accounts, leading to faster deal closures.

  • Increased Deal Sizes: Win larger deals and maximize revenue potential by targeting higher-value enterprise prospects.

  • Optimized Sales Territories: Design efficient sales territories and allocate resources strategically based on data-driven insights.

Download a 1-page sheet on Field & Enterprise Accounts offering here:

Letter from the Founder of Smart GTM: 

bottom of page