CuChulainn
Best practices for prospecting in F100/F500? How do you get their attention?
3
In my last patch I covered F50 so this may be slightly too targeted but I used to build a business case for each account before I reached out. I would read 10ks, investor reports, news, etc and then put together a short case of why change, why now, and why us.
From there I would prospect and find 5-10 top people that my case aligned to, and structure my emails/calls around that case. I would try to do 1 case per day. Over a few weeks, you slowly build up your call list after adding 5-10 people and a new company/case per day, and you have all your research done.
These companies get thousands of calls and emails a day, you just have to be relevant to an immediate problem they have. Best way to do that is have a clear message on how you align to where they are today, and how you get them to their goals.
I’m an AE btw - my SDR did WAY more research than that.
From there I would prospect and find 5-10 top people that my case aligned to, and structure my emails/calls around that case. I would try to do 1 case per day. Over a few weeks, you slowly build up your call list after adding 5-10 people and a new company/case per day, and you have all your research done.
These companies get thousands of calls and emails a day, you just have to be relevant to an immediate problem they have. Best way to do that is have a clear message on how you align to where they are today, and how you get them to their goals.
I’m an AE btw - my SDR did WAY more research than that.
I'm stealing this idea, appreciate it.
Do it. Spend the first hour a day building one business case. At the end of a week you have 5 cases and 25-50 people you can send targeted stuff to. It adds up over time.
This is what you call "advice." Thank you!
Do your homework. Bring them solutions.
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