intandemly
Free course

Appointment Setting for Enterprise Accounts

From one conversation to several in the same account.

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Includes
  • 5 lessons
  • 29 min of reading
  • A timed exercise in every lesson
  • Free, no sign-up
0 of 5 open lessons completedSaved in this browser only

What you'll learn

  • Explain why a single meeting is a weak signal in an enterprise account, write your own definition of an inroad, and change what your team counts.
  • Plan a first call in a large account, run it so the buyer does most of the talking, and end it with a problem in their words, the names of who else is involved and a dated next step.
  • Give each of your next two conversations in an account a clear job, prepare with a one-page account picture, send a recap the buyer can forward and tell whether the account is really moving.
  • Pick the next person to reach in an account, choose between an introduction and a direct approach, write both messages and keep a record that stops two people hearing two different stories from you.
  • Decide whether an account is ready to be handed over, agree who keeps what afterwards, tell the buyer who is coming and why, and check two days later that the handover worked.

Lessons

  1. 1
    Why One Meeting Is Not an InroadFor teams that count booked meetings in large accounts. You leave with a three-part definition of an inroad, three numbers to count per account and the question to ask in every first meeting.
    5 minStart →
  2. 2
    The First CallFor sellers who have a first conversation booked in a large account. You leave with three outcomes to aim for, a 30-minute call plan, the question that widens the account and a same-day follow-up note.
    5 minStart →
  3. 3
    The Second and Third ConversationFor sellers who have had a good first call in a large account and need the next one to count. You leave with a job for each conversation, a one-page account picture, a recap note and four signs that an account is moving.
    5 minStart →
  4. 4
    Multithreading to the Next Stakeholder: How to Reach a Second Person in an AccountFor sellers with one good contact in a large account and nobody else. You leave with a rule for who to reach next, three ways in, an introduction request, a direct note and a one-page thread log.
    7 minStart →
  5. 5
    The Handover: Passing an Account Conversation to the Person Who ClosesFor anyone who opens conversations in large accounts and passes them to someone else. You leave with a five-question readiness test, a split of who keeps what, a note to the buyer and a two day check.
    7 minStart →

Put it into practice

ToolRuns in your browser

Buying Committee Mapper

Map the people behind a decision by role, stance and influence, and see who to approach next. Runs in your browser.

Open the tool →
Script9 min read

Appointment Setting Script for Enterprise Accounts

For SDRs, founders and account executives calling into large companies.

You leave with a pre-call card, a call script, replies to seven responses and scripts for the second and third conversation.

20 copy blocks · Spreadsheet-readyOpen and copy →
Sales hack4 min read

The Forwardable Note: Get Introduced Inside an Account

For sellers with one friendly contact in an account and nobody else.

You leave with the ask, a note your contact can forward in ten seconds and the thank-you that keeps them involved.

5 copy blocksOpen and copy →

More courses

Account-Based Selling FoundationsHow to choose accounts, map the people and report on progress.5 of 5 lessons openBuild Your Target Account ListFrom a broad market to a short list you can work properly.4 of 4 lessons openOutbound That Gets AnsweredEmail, LinkedIn and calls for senior buyers.6 of 6 lessons openAI for Account ResearchUse AI for depth on a few accounts, and check what it tells you.2 of 4 lessons open

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