SaaSslinger4ever

Sr Enterprise Account Executive

Personal Narrative

Outbound & Prospecting...What's the Secret Sauce?!?

Ok Quota Crusher, coming to the table with you on some honest stuff in hopes of improving my game and strategies.

The majority of all my opportunities and deals have come from Inbound leads...generated by marketing or trade shows. This has been throughout my sales career.

During all this time, yes, I have tried Outbound prospecting even though we have SDRs and, at times, put in much effort using all the popular avenues like LinkedIn, ZoomInfo, Hubspot, etc. Guess what....pretty much zero success in getting a call or product demo scheduled. So, yeah, self-reflection, this probably is not my best skill as a sales professional.

I want to change this my folks!

For those of you having success in this area, how are you crafting messaging during the initial communication whether that being a call or email? Do you find email or call is more effective....and after how many attempts? What is the secret?!?!

🔎 Prospecting

💌 Cold Emailing

📞 Cold Calling

17

16 comments

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SaaSam

Politicker

5

Account Executive

Forget ABC

ABP Always Be Prospecting.

Never let the pipeline run dry.

The only way you will know the proper approach for your specific ICP is through trial and error. Constantly changing your messaging, cadence, and flow. Outbounding is an everchanging activity. What worked yesterday might not today.

Best advice I can give you is to spend all of your downtime prospecting. If you're not on a demo or closing call, prospect like your life depended on it.

Pachacuti

Politicker

4

They call me Daddy, Sales Daddy

Ask yourself what would compel you to listen to a sales person? What message would grab your attention (and that you can back up). That's one way to go about prospecting.

antiASKHOLE

Tycoon

1

Bravado's Resident Asshole

Calling is more effective. However, you can use both to create multiple touch points. Find ways to get around the GK and go into other departments to get transferred over to who you need to. There are so many different approaches to get the same/desired result.

NoSuperhero

Politicker

1

BDR LEAD

Dial, dial, dial, dial, provide value, dial, dial, dial, dial, continue to provide value, dial, dial, dial, follow up, dial, dial, and then dial some more.

CuriousFox

WR Officer

1

🦊

Consistency is key.

SaaSslinger4ever

Fire Starter

1

Sr Enterprise Account Executive

Thanks everyone for the input!

Notmyrealname

Politicker

1

AE

Don't talk about you, your company, or your product. Focus on the impact THEY can drive.

Keep it short and sweet and just close for the disco meeting. It's much easier to have an in depth convo after they've agreed to set aside time for it.

TennisandSales

Politicker

1

Head Of Sales

this is for sure a skill and I would say im ok at it, not a guru by any means.

but dont just rely on email thats number one.

And dont talk about your self thats number two.

Try to understand if the prospect has the problem that your product solves. If they do explain how big of a deal it is that they solve it.

jefe

Arsonist

1

🍁

Just keep at it, and keep iterating. Identify what hits and what doesn’t, and focus on the former…

Cabbie

Good Citizen

1

AE (Account Executive)

In addition to everything already posted here - which is all great - read a LOT. Whenever you have time.

A standard sales outreach of any sort (email, call, LinkedIn) is vastly improved when it's off the back of an actual trigger moment than a random outreach.

Annual reports, news articles, industry trends, even fucking LinkedIn posts, sometimes.

Then, once you've had the conversation that business "x" is reported to have a problem you can help with: if it's indicative of a pretty normal industry issue - reach out to competitors with "hey, I saw your main competitor had this problem. Are you facing the same issues?".

Outbound is a numbers game, for sure, but it's also about sheer confidence that you can help someone. And there's nothing that brings that like actually having your finger on the pulse.

SaaSslinger4ever

Fire Starter

0

Sr Enterprise Account Executive

@Cabbie thank you for this detailed reply and info! Much appreciated.

Abstrakt

0

Director of Cloud Solutions

Cold calling. Numbers game.

happyhunter

Politicker

0

spittin' sunshine

Call Call Call and leave them the happiest fucking cheerful voicemail making it seem like you care so deeply and you are a ray of sunshine and can solve all of their problems. SMILE AND DIAL (even if you are crying on the inside).

But seriously changing my tone in voicemails and being more genuine in upbeat/excited has generated more deals closed for me and calls returned 100%

IYNFYL

Politicker

0

Enterprise SaaS AE

Dial for dollars has always been successful when things are slow

Kosta_Konfucius

Politicker

0

Sales Rep

You will be surprised how much people are willing to meet with you when you aren't "selling" to them but asking them for help. I like to think majority of people are good people and willing to help.

If they previously met my company. I always ask for "help" to or to "clarify" understand what they like/didn't like at the time.

Which starts the convo to schedule a meeting, or to peak some curiosity

salezkween

Opinionated

0

Enterprise Account Executive

https://www.tiktok.com/t/ZTRyxBLKn/

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