30 Minutes to President's Club | No-Nonsense Sales #108 - Finding success by adding structure to your prospecting Outreach (Anthony Natoli, Commercial AE @ Outreach)
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Apr 27, 2022 Anthony Natoli, Commercial AE at Outreach and former Growth Account Director at Demandbase, shares valuable sales insights. He emphasizes a structured approach to prospecting, recommending a 'triple touch' strategy involving personalized emails, calls, and LinkedIn connections. Natoli highlights the importance of concise subject lines and tailored messaging for engagement, particularly with C-level executives. He also discusses the need to analyze previous interactions and adapt outreach strategies to maintain relevance and effectiveness in a dynamic market.
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Target C-Level Priorities
- Understand the top priorities of C-level executives at your target accounts.
- Leverage this knowledge to create highly relevant outreach messages.
Develop a Strong Hypothesis
- Develop a clear hypothesis for why your product or service is a good fit for each target account.
- Base this hypothesis on thorough research and insights into their business challenges.
Structured Prospecting System
- Create a structured prospecting system, especially if you have a smaller number of high-value accounts.
- Focus on a manageable number of accounts per week and personalize your outreach to each contact.