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MIDMARKET ACCOUNTS

Don't just reach the midmarket, dominate it. Smart GTM's Midmarket Accounts offering fuels efficient growth by identifying, qualifying, and prioritizing the accounts most likely to convert. Supercharge your sales team and maximize your ROI.

Are you a B2B technology company struggling to identify and prioritize your most promising mid-market accounts? In today's competitive landscape, it's more critical than ever to have a clear understanding of your ideal accounts profile and to focus your sales and marketing efforts on the accounts that are most likely to convert.

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Introducing a Data-Driven Approach to Mid-Market Account Scoring:

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Our unique methodology leverages third-party market intelligence data and information to provide a comprehensive and objective assessment of your mid-market prospect accounts. We go beyond traditional frameworks like BANT and MEDDIC, using a set of carefully designed evaluation buckets that are tailored specifically to the needs of B2B technology companies.

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Our Approach:

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We score each prospect account based on their performance across these relevant subject areas:​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​​

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Subsequent to this, we evaluate each account based on the following evaluation buckets:

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  • ICP Plus: Ensuring strong alignment with your ideal customer profile.

  • Contact Influence: Identifying key decision-makers and influencers.

  • Ability to Spend: Assessing financial capacity and willingness to invest.

  • Recent Signals: Capturing timely indicators of buying intent.

  • Need or Interest Indicators: Validating the prospect's need for your solution.

  • Revenue Potential: Estimating the potential value of the account.

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Emerging Enterprise Accounts:

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Between the Midmarket & Enterprise, there is a segment of companies increasingly on the rise - the Emerging Enterprise. These companies tend to have the ability to scale over time and they believe in investing in technology to achieve growth and efficiency.​However, their hybrid buying processes - balancing agility with formal procurement, legal, and IT security, demand a refined approach. We help identify such companies so they can be evaluated as prospect accounts as Emerging enterprises and not just through the Midmarket lens.

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Benefits of Our Approach:

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  • Improved Sales and Marketing Efficiency: Focus your resources on the accounts that are most likely to convert.

  • Increased Revenue: Win more deals and grow your business.

  • Reduced Customer Acquisition Costs: Optimize your sales and marketing spend.​

Download a 1-page sheet on Midmarket Accounts offering here: 

Letter from the Founder of Smart GTM: 

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