MonthEndSpecial

Enterprise Account Executive

How Do You Find Your Net New Clients?

Question for all you Savages.

I have worked the last 10 years for companies that basically had all of the potential clients in the CRM system already. I never really had to go out and look for net-new clients. I mean I did sell to customers that had never heard of us and I had never spoken to, but I never had to find them.

I just started my own company, and am going to start selling in the next couple of weeks. What is the best platform, or way to find my ideal customers? Is in LinkedIn Navigator? Other?

I am targeting sales organizations (tech primarily) that have more of a complex buying cycle (CRM, ERP, Insurance, etc.). Where can I find those VP of Sales?

🔎 Prospecting

💌 Cold Emailing

☁️ Software Tech

23 comments

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CuriousFox

WR Officer

🦊

LI, ZoomInfo, Google, etc.

braintank

Politicker

Enterprise Account Executive

If you're selling to sellers than LinkedIn is a good place to start.

Incognito

WR Officer

Master of Disaster

Well I got breast implants so that helped.

washedD1soccer

Politicker

Regional Sales Manager

Hopefully you didn’t get the Allergan implants

Incognito

WR Officer

Master of Disaster

MENTOR Memory Gel

RevenueArchitect

Executive

EVP Revenue

Linkedin Sale Nav is a reliable place to start. BI platforms may have data that's out of date, especially given the great reshuffle and how many people are switching roles and companies these days, but Sellers in Tech are likely to proactively their own Linkedin page and have an interest in keeping their Title up to date.

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

Does anyone know why comments are being hidden?

Incognito

WR Officer

Master of Disaster

There’s a bug I think

Beans

Big Shot

Enterprise Account Executive

Who are your customers? Who are their competitors?

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

Our customers are sales organizations with a more complex buying cycle. Are you asking for specific companies?

Diablo

Politicker

Sr. AE

Combination of various tools - prospecting, connecting, calling, running cadences to start with

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

Thank you. I guess my question is really how to identify them more than target them.

Diablo

Politicker

Sr. AE

I'm sure you must be having your customer persona. Do you have customers? Start profiling and find the likes. I would also go to competitors web, review sites etc to see who their customers are, that would give me some idea about my ICP. That would be my step 1 if I have no clue.

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

No customers yet. We launch in about a month, and trying to build out our prospect database.

We have two customer personas. One with higher bookings per deal, but the other is easier. We may target both at the beginning with two marketing funnels and see which converts better.

Persona 1: VP of Sales for more complex sales. CRM, ERP, and others with a sales cycle longer than 60 days.

Persona 2: Head of Sales, or owner of Web Dev agency with at least one sales person.

Our software is a mutually agreed upon next step platform, like a go or no go sheet. Both the buyer and the seller gets access, so the evaluation can be easily mapped out, calendar syncing, and CRM integration, among other features.

There aren’t any real competitors, just some CRM features. Nobody is really doing this from an application perspective.

I would love for some of the folks on here to check it out and give feedback, but I respect the rules, and appreciate what this place is, so I will keep the name, etc to myself.

sketchysales

Politicker

Sales Manager

Depends on the market i reckon but google, google maps even, linkedin. When googling, google "up and coming *insert company type* in *insert area*" this will hopefully then lead to some blogs where you will get a bunch of names, often of smaller new up and coming companies in that sector.

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

Thank you. I appreciate the feedback. I am really looking for something that is data driven. Something that I can search companies based off of criteria and find the correct people, after I have determined if the company is the right target audience.

sketchysales

Politicker

Sales Manager

Zoominfo then if you got a min of $7k to stump up for it.

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

I haven't used it before, but I know someone who works there. I will see if they can swing anything for me. Otherwise I think LinkedIn Sales Navigator is the ticket.

Rallier

Politicker

SDR Manager and Consultant

Identify your ICP, use LinkedIn sales nav to find the people that match it, find their contact info through Zoominfo, seamless, lusha, or whatever else you have. Build a cadence and reach out to them.

justatopproducer

Politicker

VP OF SALES -US

Apollo

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

Thank you! I checked it out. I am going to start here. Tried it out a bit and it looks slick.

poweredbycaffeine

WR Lieutenant

☕️

Start by doing a TAM analysis that is built on the model of your ICP.

Run that as a company search in LI SalesNav, ZoomInfo, Seamless, whatever you have.

Compare that list against your current client and/or target accounts list and then determine what is net new.

If you don't want to do all of this, and I don't blame you, then ask your sales op or data analysts to help.

MonthEndSpecial

Valued Contributor

Enterprise Account Executive

Great insight, however I am still piecing this together. This is a new company that I created and we are still 30 days from launch. We have zero revenue. I am sales and marketing, and my partner is tech, support and ops.

Our product is a tool for sales people. It allows you to build out a mutually agreed upon plan with customers that feeds your CRM, is connected to calendar, and provides insight for management.
The place where you work opportunities if you will.

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MonthEndSpecial

How Do You Find Your Net New Clients?

23 comments

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