How Orum’s enterprise AEs self-source 3-6 meetings every week
Jun 27, 2023
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In this episode, enterprise AE Avi Mesh and Sales Director Daisy Chung discuss the benefits of self-sourcing outbound deals, the importance of case studies and relevance in cold calling, staying informed and structuring the week, effective cold calling strategy and personalized messaging, emphasizing the client's problem and aligning messaging, and utilizing a call-only sequence for prospecting.
Self-sourcing and prospecting are crucial for achieving sales targets in the absence of support from SDR and BDR teams.
Account executives should prioritize deal-focused calls, mid-stage deal calls, and warm prospecting calls to maintain focus and productivity.
Effective cold calling techniques include creating a friendly atmosphere, collecting information for future outreach, and prioritizing introductions and connections.
Deep dives
Prioritizing Self-Sourcing and Prospecting
In this podcast episode, the focus is on the importance of self-sourcing and prospecting for sales leaders and account executives. With current economic conditions and reduced support from SDR and BDR teams, self-sourcing becomes crucial for achieving targets. The episode features Avi Mesh, an enterprise account executive, and Daisy Chung, the director of sales at Orem. They discuss the significance of self-sourcing meetings and how it contributes to maintaining quota and driving deals. They emphasize the need to prioritize prospecting and outbound efforts to control and influence the sales pipeline.
Structuring the Ideal Sales Week
The conversation revolves around the strategies and frameworks used by Orem to self-source meetings as account executives. They stress the importance of blocking out time in the week for different types of prospecting calls. The episode highlights prioritizing deal-focused calls as the first task of the day, followed by mid-stage deal calls and warm prospecting calls. The aim is to ensure that account executives have given their full attention to deal-related activities before getting consumed by meetings. By following this structured approach, account executives can maintain focus and productivity, maximizing their chances of success.
Effective Cold Calling Techniques
One of the key topics discussed is effective cold calling techniques. Avi Mesh shares his straightforward approach of opening a call with a simple greeting, such as 'Good morning.' This helps create a friendly atmosphere and makes it difficult for prospects to hang up right away. By presenting himself as offering a potential value-add meeting, Avi aims to sell his prospects on the notion that their time spent with him will be worthwhile. He also stresses the importance of collecting information during each call, regardless of the outcome, to gather intel for future outreach and improve the chances of securing meetings.
Effectively Reaching Out to the Right People
When reaching out to potential contacts, it is crucial to prioritize making introductions and connections. Through warm introductions, you can establish a more positive and productive relationship. However, if introductions are not feasible, it is essential to demonstrate that you have done your research and show a genuine interest in their work. By posing well-informed questions and insinuating your knowledge, you can encourage further discussion without alienating other individuals previously engaged. It is essential to navigate the realm of enterprise prospecting and adapt your approach accordingly. By understanding their specific needs and conducting thorough research, you can build credibility, respect, and maximize call productivity.
Utilizing Warm Prospecting to Build Relationships
In warm prospecting, the goal is to reach out to individuals with whom you have had prior contact, even if they have shown disinterest or unsubscribed. By respectfully acknowledging their previous response and offering additional value, you can continue to engage them and maintain a warm prospecting lead. It is vital to ask relevant questions and provide valuable information based on your research to capture their attention and make the conversation productive. Building rapport and establishing relevance by personalizing your conversation can make a significant impact. Additionally, leveraging case studies, exceptional content, and sharing relevant news about their account can enhance the success of warm prospecting efforts.
This episode is the audio from our recent webinar on how to self-source more pipeline as an Account Executive. We were joined by enterprise AE Avi Mesh and his Sales Director Daisy Chung from Orum.
