30 Minutes to President's Club | No-Nonsense Sales 267 (Sell) How to Use AI for Prospecting Executives (Kyle Coleman, Copy.ai)
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Nov 26, 2024 
Kyle Coleman, CMO at Copy.ai and former leader at Clari and Looker, delves into innovative outbound prospecting techniques. He emphasizes the importance of understanding strategic company initiatives, especially during IPOs, to enhance outreach. Coleman advocates for double-personalizing messages by merging specific company insights with industry trends. He also discusses building a strategic research framework and utilizing AI tools to streamline the research process, ensuring that communications with executives are both relevant and compelling.
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Focus on Strategic Initiatives
- Understand why customers buy your solution, especially why executives fund it.
- Focus on strategic initiatives, not just features or capabilities.
Clari and Cybersecurity Companies
- At Clari, Kyle Coleman realized cybersecurity companies bought their product for IPO readiness, not specific features.
- This led them to target all IPO-bound companies, not just cybersecurity firms.
Deep Account Research
- Research accounts deeply by examining job postings and financial reports.
- Look for intent signals like hiring a CFO, which may indicate an upcoming IPO.