At Glassdoor, I closed Facebook, Google, Amazon, and MSFT in one month.
Here's my best tip on how to get a meeting with an enterprise customer: Teach them something.
Execs at large tech cos don't take meetings to evaluate products. They will meet with you if have information or knowledge they are interested in. I set the meeting with Facebook by running an analysis of Zuck's CEO reviews on GD (sentiment, trending, by location) and sending the report to the VP of HR. I broke down how employees at HQ had a much higher rating for Zuck than the remote workers. Also showed how product managers had a lower rating than engineers.
In the email, I asked to meet to discuss how Facebook employees were publicly representing their employment brand, and the impact that might be having on their recruiting efforts.
Not only did I get the meeting and the deal, but I also met with Sheryl Sandberg and Zuck himself as a result. That report I pulled got sent to Zuck and he insisted on meeting with me. I got a similar meeting with James Sinegal (former CEO of Costco) using the same play.
Lesson: Your standard "here's how we can help you save $$ and time" email is NOT going to work. You have to actually do the work. Create value. Be smart.
Throw out the cadences. Get personal.
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