quinoa

order taker

Best strategies when starting cold outbound from zero in a startup

I'm learning as a go here. Haven't been responsible for building this out in the past. What's everyone had the most success with when starting a cold outbound strategy from scratch? Product is solid but it has several use cases. Very much also developing the ICP/go-to-market.

I know what companies would be a good fit. Going after Airlines now. Car companies next. I've got the value props down, case studies (from large and well-known companies) The challenge for me now is a) finding out who is responsible for this at the company b) how to tackle strategy. I've got a list of titles who were involved in previous titles but they vary from company to company. Every company - a different title is responsible. Titles are starting to emerge that deal specifically with this tech but not common.

So even if I have titles from previous deals it's still challenging to replicate that in new accounts/companies. What I'm starting to do is picking 1 use case at a time and creating use-case specific campaigns. I have no experience with any of this. I'm learning all this as I go.

Do you start with the CEOs and go down?

Do you start with low seniority and work your way up?

How many people at each company do you email in one send? 5/6?

I'm currently trying the agogee sequence and a/b testing what gets me replies.

Any help is appreciated. Thank you!

🔎 Prospecting

👑 Sales Strategy

💌 Cold Emailing

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CoorsKing

WR Officer

4

Retired King of the Coors Knights

I mean I would hit the highest title that typically buys that product in an org. If you don’t know that, you can Google “c-suite responsibilities and priorities” and narrow down from there.

Then, pick an account, figure out why they need what you have, and tailor your messaging/references accordingly.

quinoa

Contributor

0

order taker

Cheers!

CuriousFox

WR Officer

3

🦊

I call on the c-suite so yeah.

quinoa

Contributor

0

order taker

Thanks. I'll try a C-suite sequence. How much do you personalize when doing a cold email to c-suite?

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

You don't have your ICP? Knowing the ideal accounts is only part of the go to market. Do you have any idea of who best to target at the account?

quinoa

Contributor

0

order taker

No not really. There's a meeting next week where I'm going to ask what decision makers/titles were responsible for the previous deals(current customers). So ICP is a bit trick with this one. It's new tech and not every company has the role for it yet.

It's different at each company. Sometimes it can be a project manager, software engineer at another, design at another.

quinoa

Contributor

0

order taker

Going back to this comment as I watched this video by Dan Martell. Really great what he said at 3:50 "Clarify the market".

https://www.youtube.com/watch?v=oDiNZ-6UBbk

Lots of progress since I've originally posted. we've established a few clear ICPs. I'm booking a good amount of meetings with Fortune 100-500. Need to keep tweaking and really honing in on the pain points. Thanks again for the tips.

Notmyrealname

Politicker

1

AE

It depends on target company size and your orgs strategy. Example: we only target large enterprises, preferably with multiple locations, and the goal is get a pilot location up and running and expand over time.

We usually stick with managers/directors for this but sometimes VPs can be reponsive if we get lucky and it fits their existing strategy. Never c-level until we already have multiple locations and want to go after a global deal, and anyone lower won't have enough influence.

If your target is smaller orgs/you are looking for company wide roll out from day one, vp/c-suite is your target IMO.

quinoa

Contributor

0

order taker

Thank you.

hh456

Celebrated Contributor

1

sales

Check the academy, there are a few articles that can help you with that.

for targeting - go after the head of procurement & tech procurement for airlines.

quinoa

Contributor

0

order taker

I'll check out the academy and Thank you for that direction.

Pachacuti

Politicker

1

They call me Daddy, Sales Daddy

without knowing a TON more about what you sell, its hard to advise on where to start - executive, operational, etc.? That said, I tend to prospect high and expect to get delegated lower.
I am not a fan of email marketing and personally I would spend some time building a call list to go after.

quinoa

Contributor

0

order taker

True that.
Prospect high. thanks for that insight.
I'm calling as well (prospects who open my email).

quinoa

Contributor

0

order taker

Update: I started to run a few sequences (used a mix of templates from the academy(thanks!) and good ol' Steli) Simply asking "do you know who the right person is?" and getting good info and ton of more replies. (averaging over 5%)

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