Engaging with Lower-Level Employees for Business Intel and Transitioning to Decision Makers

FOUR ACTIONABLE TAKEAWAYS

• Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations.
• Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target.
• Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona.
• Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach.

PATH TO PRESIDENT’S CLUB

• VP of Sales @ Orum
• Account Executive @ Teamable Software
• Head of Sales @ Neptune.io
• Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware]

RESOURCES DISCUSSED

• Join our weekly newsletter
• Things you can steal