Hey Warroom!
Just a little context before I ask my question or two. Ive been in sales for around 17 years. 16 years of that was an Inbound Support/Sales role in Martech SaaS. My typical call was having to turn a customer who had a support issue or was an irate caller into a sale. It helped me develop alot of skills in terms of having to simultaneously diffuse a bomb while figuring out what I to ask during discovery and need to position mid call.
What it did not teach me was prospecting. I heavily utilized the War room for learning about full cycle AE sales and have been implementing a lot of what I have learned in my current role as a full cycle AE. I am currently around 8-9 months into my role (also martech), and thus far I have been exceeding quota and KPI's set for me thanks to the group here for all of the amazing resources regarding full cycle sales.
My struggle, is that there is no one really great to shadow within the company. Our software is so good it basically sells itself, and when I view our cadences/templates/calls they all seem to be regurgitated forms of the same type of email "Hey reaching out to see if you need any help with your account?"
My most effective approach thus far to booking demos with existing clients for expansion opportunities has been to provide a personalized review of their account and how they are using our services. I often politely comment on things that I feel are not setup right in an effort to catch their attention and get them to think. This is typically done via email, or sometimes when they answer the phone.
That approach has been working well for my ~200ish clients, but now that I am almost a year in and I have already done that for each, I want to try something new. A lot of what I have been scouring is more geared towards new biz prospecting which is something we aren't really allowed to do.
What are war-room reps doing with regards to reaching out to existing paid clients for expansion/upsell/cross-sell opportunities?
I was thinking of trying job-title-specific email/call out reach to try to target common pain points of other users by job title to try to engage and learn more about their specific use cases.
TLDR Version:
With regards to existing paid client outreach, what are some effective techniques for outreach via email or phone you have used that you have seen success with to open future conversations for expansion?
12 comments