Chronological Target Prospecting
In this approach, we ensure that the right steps are taken at the right time. And by the most qualified person on our team.
In some cases, you may decide you wish your CEO/Founder to be involved to address some of the senior decision makers. This adds another dimension to the equation.
Multiple people involved on your team targeting multiple people on their team requires clear orchestration.
What you want to avoid is a single-threaded relationship. You don’t want an account maintained only by a champion on the customer side and your account manager.
We call this a 3 x 3 account — a term coming from organizational selling. It refers to three people on your team working with three people on your prospect’s team.
Most relevant during:
GTM Fit phase
Scale phase
PMF phase
Most relevant for:
ACVs $15K-$50K
ACVs > $50K
