54. The Account-Based Prospecting Guide: How to Book Meetings with Top Enterprise Accounts, and SDR AE Relationship - Austin Jouett, Enterprise Sales Development Representative at Intentify Demand

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 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
• Demandbase top 60 SDR / SDR Leaders to follow
• Built out an entire SDR/AE account alignment process that improved efficiency and collaboration.

Connect with Austin on LinkedIn:

https://www.linkedin.com/in/austinjouett/

Subscribe to his ⁠DnA Prospecting Newsletter

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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