Maheshwar Kannegalla

Business Development Manager at Insicloud

Get holding of C level executives or Director are very difficult due to busy schedule. what are the tactics you use for prospecting enterprise clients?

As you know most of CXOs or Directors of Enterprises are busy. What is the best way to reach out to them?

Email: Best strategy to get a reply?
Phone: How to pass over assistant?
Social selling(Linkedin): How to write an invitation to be connected?

Please share your thoughts here.

💌 Cold Emailing

📞 Cold Calling

👥 Social Selling

28 comments

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Kosta_Konfucius

Politicker

Sales Rep

Never hurts to go bottom up also, meet with a manager and get an intro or build a really targeted email based on the information learned

Business Development Manager

No doubt, It is one of the best tactics(bottom to up) but sometimes it takes a lot of time to build a rapport and get hold of the gatekeeper, manager, and C-level.

braintank

Politicker

Enterprise Account Executive

Be relevant and compelling; get a referral

Business Development Manager

Good one! The content of the email has to be relevant, compelling, and value points. (what problem we are solving here and how prospect would be benefited)

Maximas

Tycoon

Senior Sales Executive

All of the above are good enough if one fails just use the other to get through, also have you tried the search bar for relevant old posts,believe that would really help too!

Business Development Manager

I will certainly check it out!

CPTAmerica

Opinionated

President/CRO

Prove you are an intelligent human not a bot or overly scripted SDR. Multi channel touch points spaced out so you don't come across as desperate. Consistent message in each correspondence.

Business Development Manager

Very good point! Multi-touch approach will work out to get hold of.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Honestly it’s been pretty well covered here. In short, though, the best way to get a reply isn’t necessarily the medium. It’s the message. You have to have a brief and compelling reason for them to want to respond.

Business Development Manager

Agree with you!

js2458

Politicker

Enterprise SDR

So I can speak on this a little as my company only targets C suite or high EVP/SVP roles. Most of my success if via the phones, and it probably takes on average 10-15 calls to get thru to them. We only call their cell phones as direct/landline numbers we get blocked out by an assistant. We never go bottom up because too long of a sales cycle and we likely will just get booted around for awhile without reaching the C-Suite.

In short - really all about effort here. These people are getting contacted from everyone, so Id imagine it’s either contacting them a shit ton or it’s making a very very good and targeted message. I’d go for the former as the latter is very difficult to do.

Business Development Manager

It makes sense.

oldcloser

Arsonist

💀

Hmmm. Tough one.
Oh wait! Try this: Be a salesperson!

Business Development Manager

Agree with your point but they won't encourage you if you sound like Salesperson. They don't want to be get sold that easily.

oldcloser

Arsonist

💀

Ok, since you're clearly feeling the barriers of entry at entry level, I'll take a trip with you. Here goes:

Your post asks for "How to:" on the 3 most elementary parts of the job of a seller. Be a salesperson doesn't mean "try to sound like one." It means be one!

Figure out and become intimate with the problem your business solves. Then, find a way to merchandise via short form communication that you can solve that very problem for your prospects.

I find it a bit odd that you've been put in the position of SDR without basic training in the arena, but so be it.

If the company you work for has a viable solution, think of it like the food from the kitchen in a great restaurant. And guess who you are. You're the waiter. You know that your food is the best in town. You know your prospect's will order desserts and leave big tips if they just eat it!

So, go create a compelling reason for them to order 3 courses. They're going to be hungry in an hour. They just don't know it yet. Wouldn't you like to be the restaurant they choose when they finally decide to eat?

Listen, my friend. They're never going to erect statues in honor of people who do what we do for a living. But we're in a noble profession. We help people if they let us.

Go help!

Business Development Manager

Agree! You have given a good example. I didn't have any training in sales but I learned it through my experience from company to company.

My dear friend, I was more curious to know how to handle objections to getting into a conversation in the sales process with CXOs. I would appreciate it if you can share your tactics here.

Cheers!

oldcloser

Arsonist

💀

You can find it faster than I can type it by using the search feature in Bravado itself. It’s all been said in this forum. Give it a try

Business Development Manager

Thanks for helping me here! I will do that.

Sales_Yoda

Sales Leader

Read Anthony Iannarino’s Elite Sales Strategies. He lays it out very clearly. There’s no shortcut or magic words to getting a C-level prospect to engage. You have to have something to offer that is worthy of a conversation. Your UVPs won’t cut it; To buyers all salespeople sound the same. Read Iannarino’s book and understand what C-level prospects want to hear.

Business Development Manager

Thanks for letting me know!

CRAG112

Valued Contributor

Account Executive

Put the email in the subject line. Keep it as short as possible. Don't send lengthy ass emails. Keep as short as possible.

Call them and leave a voicemail. You want them to recognize and know you. Call others and do the same.

Be a known entity. Don't be just another sales person.

Business Development Manager

Good point!

JustGonnaSendIt

Politicker

Burn Towns, Get Money

Attend an event in-person which they are also attending. Find them there and activate your 30-second curiosity-generating statement to set a follow-up meeting.

falcon108

Member

Business Development Manager

Smart strategy.

salesblazer7

Fire Starter

Senior Account Executive

Explicitly state how your offering will have a measurable impact on their processes. These types get inundated with sales spam daily. Focus on email comms. Of course top down works better if your solution is something that can actually impact the whole org as opposed to being a point tool. If it's the latter, you're stuck with end users and line managers unfortunately

falcon108

Member

Business Development Manager

Well said!

FoodForSales

Politicker

I hang out in the lobby or by their car.

falcon108

Member

Business Development Manager

Weird! It works for direct sales.

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Maheshwar Kannegalla

Get holding of C level executives or Director are very difficult due to busy schedule. what are the tactics you use for prospecting enterprise clients?

28 comments

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