Doink

BDR

Looking for advice…

Currently working in SaaS cyber security as a SDR. Looking to cut through the noise and bring value to prospects. Trying to avoid useless buzzwords and clichés during my cold outreach. Any suggestions on value/metrics that spark conversation? any suggestions on terms to avoid?

Main ICP is CISO's CTO's and other various security practitioners.

Thanks in advance y'all.

🔐 Cybersecurity

18 comments

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TheIncarceration

Politicker

SDR Manager

https://bravado.co/war-room/posts/i-m-scotiabank-s-ciso-ask-me-anything

Check out this thread ^

Doink

Opinionated

BDR

Thanks a ton for this gem 💎

CuriousFox

WR Officer

🦊

@braintank

braintank

Politicker

Enterprise Account Executive

Security buyers are always skeptical. Best to leverage word of mouth (e.g. referrals) and/or customer testimonials.

As for metrics, depends on what you do.

Always avoid ambulance chasing and messaging along the lines of: we could've prevented XYZ if only they'd bought our stuff.

CarlTheRinkMan

Contributor

Business Development Represent

Can confirm. I work in a similar SaaS cybersecurity, we tried to be a little tongue and cheek in our messaging and it we got a big fat ZERO in responses.

SaaSam

Politicker

Account Executive

Learn your product so well that you could pitch it to an elementary school student, a highschool student, a college student, and your non-technical grandmother. That'll help you eliminate the buzzwords and cliches.

If you can't explain something simply then you don't understand it well enough. The same goes for pitching it.

TennisandSales

Politicker

Head Of Sales

this is solid advice. explaining complicated things in a simple way is a skill!

understanding the product and why people BUY it is huge.

you need to understand how the product works, but you need to understand WHY ppl buy it, and what are the results and why those results are impactful.

SaaSam

Politicker

Account Executive

100%

I knew that I had finally understood my solution enough when my wife no longer struggled to understand what I do.

Doink

Opinionated

BDR

🤣🤣🤣

TennisandSales

Politicker

Head Of Sales

hahaha BOOM!

Sunbunny31

Politicker

Sr Sales Executive 🐰

Crap. I'm still waiting for my husband to understand what I sold several years ago. I'd be sunk. ;)

It's actually a good practice. You should be able to explain to your neighbors what you do in a way that doesn't make their eyes glaze over.

Understanding the why your solution/why now is also important, but you don't need to test that part on your friends and neighbors.

TennisandSales

Politicker

Head Of Sales

hahah!!

ive had interviews where the final panel interview was to explain what the company does to high schooler, or your grandparents....those were pretty hard!

Doink

Opinionated

BDR

Thanks for the response🙏🏻 makes sense.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

KISS - Keep It Super Simple. If a 5th grader can't understand you, you have complicated it too much.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

My preferred method of cold outreach is to name 1 or 2 clients I have which they might recognize, name a business result we had with them, and then ask if they want to learn more or if they are in the same situation as well.

Doink

Opinionated

BDR

I tried this once before where I could due to our small number of current customers and it paid off. Thanks for reaffirming. 🙏🏻

Pachacuti

Politicker

They call me Daddy, Sales Daddy

(1) People want to hear what their colleagues are doing and (2) they want to know what works.

Sunbunny31

Politicker

Sr Sales Executive 🐰

They do trust what other similar businesses are doing, and there begins to be a bit of FOMO if they realize they might be the only ones not taking advantage of what you have to offer.

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Doink

Looking for advice…

18 comments

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