Back to general
Robert M. Gravely commented on

What is the best way to get an appointment with an enterprise company?

My boss suggest calling 10+ employees (C-Level, VPs, Directors) no matter what title.

ROBERT ANAYA
Business Development Rep at The Collective Group
Bravo
ROBERT ANAYA
Business Development Rep at The Collective Group
I feel like this is the incorrect way to approach this, but I could be over thinking it. 
Bravo
Reply
6 months ago
Samar Ghattas
Business Development at Gamifier
Hey Robert, I'd suggest  you to try first a different approach, ..like finding a warm *referral to the company you're trying to get into. Did you try this? 
Bravo
2
Reply
6 months ago
ROBERT ANAYA
Business Development Rep at The Collective Group
Samar, that's my usual approach but I have no warm connections at this company, so it's more a wide net approach. 
Bravo
Reply
6 months ago
Jay Knight
Chief Marketing Officer at Mountain Primal Meat Co.
This sounds like a good start, but what's your one sentence pitch?  I get a lot of calls, emails, LinkedIn invites, and even texts from companies trying to sell me on their marketing platforms.  Any salesperson has one shot to get my attention before I go back to the original intention of me opening any of these channels of communication.  The most... See more
Bravo
Reply
6 months ago
Deena Blas
Senior AE - Sales Team Lead at Victorious SEO
Hey Robert - when reaching out to Enterprise companies.  Most C-Executives are looking for value from those that want their business.   Do some work, understand their business model and present a well thought out business case.  A cold outreach on repeat rarely works for Enterprise accounts.   But if you want them, you're going to have to do more t... See more
Bravo
Reply
6 months ago
Robert Pennock
Lead Generation Manager at Valitor
Hello all.
First things first in my opinion. You must have the name of the contact you are after. Nothing worse than ringing a company and asking for the "head of...." or "the person in charge of".
Secondly there needs to be a reason for the correspondence that doesn't scream cold calling. It may even be a case of speaking to someone on a lower level...
See more
Bravo
Reply
6 months ago
Robert Pennock
Lead Generation Manager at Valitor
The other issue you may have which I come across a lot is that a Director will not necessarily want to meet with you straight away. You may have to go one step down again and meet with a Management member of their team, and then push for a follow on meeting. The real issue with this is that you are then selling via proxy and hoping that your messag... See more
Bravo
Reply
6 months ago
Kevin Dorsey
Inside Sales Top 10 Sales Leader at PatientPop
Call low for information, call high for influence. Also, read "how to get a meeting with anyone" - GREAT tips on getting creative to break into big accounts. 
Bravo
6
Reply
6 months ago
Mike McCarthy
Sales Development Representative at ProQuest
Just for clarity Kevin is the author of that book "Stu Heinecke"?
Bravo
Reply
6 months ago
Jeff Jafferjee
Regional Sales Manager at Splunk
Find their competitors and see if you have done business with any of them. Put together a compelling POV on what you've done with that customer, and offer to share insight on the strategies your company deployed. Most executives are interested in insights, whether commercial or competitive. This is one route of the many :)
Bravo
1
Reply
6 months ago
Paul Dean
Sales Enablement Program Manager at PlanGrid
Hey ROBERT ANAYA , I think this advice won't work because inevitably one of these employees will talk to the other one and then...busted (especially if you're using the same script/messaging). Believe me, it happened once before to me way back, and I was definitely embarrassed to be called out about it.

 I also think that this isn't very strategic a...
See more
Bravo
4
Reply
6 months ago
Brandon Russell
Sr. Account Executive - Financial Services at Outlier
Agree with this. Specificity and a reason why you are reaching out to that person are critical. What does your product or service solve? How does it relate to the prospect? I know these are basic elements, but Sales comes in because we can connect those two in a way that aligns with the perspective of your target. Eg, if you sell Quantitative Resea... See more
Bravo
1
Reply
6 months ago
Sean Bredin
Vice President Sales, Strategy | Consulting, Renewables & Natural Resouces at BDO Canada
Your selling IT infrastructure? Your competing against AWS, Google, Azure?
Bravo
Reply
6 months ago
Natasha Shifrin
Head of Sales Development & Strategy at CreatorIQ
I would say this is half right.  Identify relevant prospects within the company that would see value in your product, and then craft a personalised email to each person.  Start with something interesting that you found out about them (professional or interest/hobbies) your reaction to that something interesting. Follow with who you are, and why you... See more
Bravo
1
Reply
6 months ago
Paul Dean
Sales Enablement Program Manager at PlanGrid
Good advice, Natasha. I like your approach around personalization and referrals because on occasion it can give you a ticket to the correct person.
Bravo
Reply
6 months ago
Joel Wright
Director of Sales, Promoter.io at Medallia
I agree with the above. One of our best SDR's would look them up on Linkedin, read through the priorities, send a connection and let them know he would be reaching out. The golden rule is make sure they see value in what your talking about or just ask for help looking for the right person. 
Bravo
Reply
5 months ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Robert - how well defined is your ICP? How big is your prospect list. If you have 100 ICP companies then you can be more laser like. But if you have 1000 people/personas inside those ICPs and you're the one driving the outreach (you're not a known brand) you'll be playing a numbers game and should use phone, social, & email in concert as you won't ... See more
Bravo
Reply
4 months ago
Join #general to comment on this post