antjam

BDR

Outbound for MSP & Cyber Consulting?

Hi everyone, I'm an SDR working for an HR SaaS and recently a family friend who runs a small Cybersecurity & IT services reached out to me for some help to start running outbound.

He's done work for a bunch of defense contractors but it's all been through referrals and personal network and he's now looking to expand into other verticals.

I've ran a couple of campaigns to fintech companies (that's who I sell to at my job) most with heavy research/personalization and using frameworks that work quite well for my offer with practically 0 results. For reference I would've expected about 10 calls to come out of it at my job.

I'm thinking I have to start basing my efforts around certain signals instead of just vertical (e.g. orgs with open sys admin positions, IT consulting intent signal) but I'm not entirely sure.

If anyone who's had success selling something similar has any advice on methods or verticals to target I'd be extremely grateful. Thanks in advance!

💌 Cold Emailing

🔎 Prospecting

8

13 comments

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oldcloser

Arsonist

2

💀

You have a handle on the persona with Cyber Security? CISOs are, in my battered and beaten experience, the hardest to crack. But- can be done. Really short messaging. Your pain. My cure. Now or you shall perish! CTA.

Similar with IT. You’re getting crickets because you’re 1 in a billion. I like your open role idea. Numbers game with them either way.

If you’ve got HR contacts- ask for names and warm intros. Just takes 1 to get momentum.

antjam

1

BDR

Yeah first few campaigns were defo more casual and just fishing for a reply to start a convo but Im figuring out that with CIOs/CISOs I might have to just go short and direct so I’ll be trying that next and combining it with relevant intent data + volume.

oldcloser

Arsonist

1

💀

Good luck with them. Please let me know if you find a magic pill.

CRAG112

Valued Contributor

1

Account Executive

Yeah, so it sounds to me like you maybe don't fully understand these people, their persona, and what they care about.

IT types, especially fucking CISO's get hit up all day. Imagine your phone ringing and you see a number you don't know, instantly raging..... You would think they'd have services turned on to prevent those pop-ups but not everyone does. They also commonly post about this issue on LI and social media.

Then imagine every person with fingers and a brain cell out-bounding to them.

Here's the question. If I am a CISO, why do I even want to talk to you? Who the hell in the org has given me a reason to talk to you?

Answer that question and tell me the answer.

Like you said. Keep it short, keep it simple. Don't ask people for anything in your messaging.

"Hey Jim,

We normally work with X type of companies, and I was reaching out to understand if ____ was something that's currently on your radar?

This is why someone like yourself normally works with us when that time comes.

Reason 1 and 2.

Done"

JustGonnaSendIt

Politicker

0

Burn Towns, Get Money

CISO's are tough to get at. I have found the best way to get in is by meeting them in-person at some kind of event.

braintank

Politicker

2

Enterprise Account Executive

Did you quit your primary job?

CuriousFox

WR Officer

1

🦊

👀🍿

antjam

1

BDR

No I haven’t

braintank

Politicker

2

Enterprise Account Executive

So you just helping a buddy out?

With no brand recognition or differentiation you're pissing in the wind.

Find a very specific niche, and/or continue to plumb referrals.

Maximas

Tycoon

0

Senior Sales Executive

Are you planning to count on Inbounds or Outbounds at the new campaign?

antjam

1

BDR

Cold outbound since that’s what I’m most familiar with.

CRAG112

Valued Contributor

0

Account Executive

The question is.... Can you walk us through how you developed your outbound messaging? The problem could lie there, or maybe not.

Can you start with that?

pirate

Big Shot

0

🦜☠️ Account Executive

I think CISOs are a difficult breed. Can you offer vouchers for anything to get their attention?

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