FOUR ACTIONABLE TAKEAWAYS
- Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
- Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
- Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
- Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.
PATH TO PRESIDENT’S CLUB
- Strategic Enterprise Sales @ Rubrick, Inc.
- Strategic Enterprise Sales @ People.ai
- Enterprise Sales @ App Dynamics
- Enterprise Sales @ Xactly Corp
RESOURCES DISCUSSED
