pirate

Account Executive

Help me be clever-er (outbound strategies/boost sales)

Hey savages

I have a presentation on Monday to my bosses and would like to come up with some ideas on how can we make our product easier to buy for net new logos

Currently everything is inbound... Percentage of reps doing cold calls... is low

Background: short sales cycle, average deal size 25k, SaaS-ish

I was thinking:

1. Promos: offer 3 month subscription for net new customers (currently only 1 year price) Or 3 month sub to our add on for existing customers (currently 1 year)

2. Different price books for different regions? (Does this work?)

2.Any point in saying that current segmentation could be done better? (Industry focus, territory focus)

3. Is there a point asking management for a call blitz for AEs? (email game is strong but honestly marketing can do it)

4. Partnerships with smaller companies who do what my company does... How to crush them while appearing nice

Has anything helped boost your company sales?

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19 comments

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SADNESSLieutenant

Politicker

3

Officer of ♥️

Have pricing on the website

Free demos

Shorter speed to lead

Brand exposure sponsoring events

pirate

Big Shot

1

Account Executive

Thank you 🙌

SADNESSLieutenant

Politicker

1

Officer of ♥️

yw sir

JuiceBox

Opinionated

2

Director

Few things, I'll unpack as I go:

What @SADNESSLieutenant said around being transparent with pricing, gets rid of tire kickers and makes each demo more profitable.

Ive seen quite a few companies going to a price based on customer revenue model, aka larger companies pay more, due to needing more work to get onboarded and more attention needed, by region could get messy.

I wouldn't critique much of what they put in place unless its phrased like "maybe we can ADD", vs. "CHANGE", change implies their's is done wrong.

PARTNERSHIPS are my JAM though, I adore them. HOWEVER, finding competitors to partner.....will be hard, as it would be silly to partner with someone doing the same thing, every PDM or Director of partnerships knows partnerships take a lot of work, and there NEEDS to be mutual benefits to both to enter any meaningful partnerships, find complements not similiarities.

Last but not least, do you guys have a referral program? It gamifies it a bit, and as we can all tell, people love gamified things.

Im sure I missed stuff, but got a demo to jump to!

SADNESSLieutenant

Politicker

0

Officer of ♥️

yup.

TennisandSales

Politicker

1

Head Of Sales

hmmm this is an interesting questions.

When you say "make it easier to buy" what do you mean?
Why is it hard to buy right now?

Idk why different price points for different regions would make a difference.

2. Depends on how you are segmenting your customers now. how is it broken down?

3. Having AEs making calls is a good idea, but suggesting a call blitz, if its not something they already do, can back fire. I would start with WHY are AEs only emailing? why not calls? figure that out first.

4. you have to figure out WHAT you do better than them and what that means to your prospects. then make sure that messaging gets out there. If they are less expensive, tell your prospects that up front. if you hide it, it will bite you in the ass, if your up front about it, you end up looking good.

pirate

Big Shot

1

Account Executive

Thanks for this! It helped me work my presentation further and remove dumb bits 🙌

TennisandSales

Politicker

1

Head Of Sales

Awesome! Good to hear

hh456

Celebrated Contributor

1

sales

What are you selling? I have all the answers to your problems bae

pirate

Big Shot

1

Account Executive

🤫 Lovely, sadly can't say because it's too small of a market

hh456

Celebrated Contributor

1

sales

Ok, well if you change your mind lmk happy to help

LordBusiness

Politicker

1

Chief Revenue Officer

What "problem" are you trying to solve for? If everything currently is inbound, isn't that a good thing? I guess I am trying to understand the topic of the meeting you are presenting at?

pirate

Big Shot

0

Account Executive

Yeah I forgot about thinking what's the problem and got sidetracked. I think outbound is great but it's not enough to get me to my quota 🙌 thanks for brainstorming

HanzoHasashi

Valued Contributor

1

Associate Account Executive

*you may already do much of the below*

I do a call Blitz 1-2 times a week depending on the workload focusing on different tiers of clients and checking things like feedback and looking for upsell opportunities.
Then I follow up with an email tailored to that client and attaching our most current promo(s).
Always call first and THEN email. Make the call short and simple.
If you can justify your pricing in any way, its by showing them your dedication to helping them cause you're always going to be their first point of contact. So if you are avail evenings and weekends, you should be fine.

And for the love of God, DO NOT TRUST anyone else with your book of business. I had a BDR who almost cost me a $15M account. Make your own calls and send your own marketing. Atleast for your T1 and T2 accounts.

pirate

Big Shot

1

Account Executive

15M? 😆 That's pretty bad even from a BDR. Thanks for the tips!

HanzoHasashi

Valued Contributor

1

Associate Account Executive

Lmao you're telling me 🤣. I nearly killed someone for this. My VP had to text me at 11pm to chill the fuck out cause I was airing out people on the company chat 🤣😂

pirate

Big Shot

0

Account Executive

I would have killed too for 15m deal. Lol well at least you got it in right

CuriousFox

WR Officer

1

🦊

Good luck today!

pirate

Big Shot

0

Account Executive

Thanks 😊

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