K O

Account executive at Acme

Prospecting Strategy

Bravadoers,

has anyone tried to do just manual outreach? I have active cadences 100-500 contacts each with decent success. Nonetheless, I find that part of the job particularly boring, also I refrain from sending personalized emails a lot (cant do this for more than 1-2 hours). I recently started targeting 5-6 top accounts 1-3 contacts (accurate data) and call/email/linked in manually. Thats a max of 15-18 contacts I reach out a week, I am not lazy I just have a consulting business on the side and been emphasizing a lot of my efforts there.

Whats your opinion on how I am positioning myself to hit only 15-18 contacts a week?

have in mind I know these accounts extremely well, and I am very likely to land a meeting if I get a person on the phone. Any suggestions here? I tend to decrease my effectiveness as the number of contacts go up. Hence Im keeping the workload light

🐱 Off-Topic

👑 Sales Strategy

🥎 Training

20 comments

Sort by:

Diablo

Politicker

Sr. AE

You mean your own full time gig plus also full time employment? Decent success - you mean you are able to achieve your numbers but missing on KPIs?

Vorlov

Contributor

Sorry, I may not have been clear. I dont get tracked on KPI’s just closed won. My concern is if Im not covering enough contacts/accounts. My sales cycle is 4-12 weeks. Im afraid I may be too laser focused on a small sample.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I'd only be cautious if your side gig is adversely impacting your FT gig to the point you stop being able to hit your targets because you're stretched too thin.

Diablo

Politicker

Sr. AE

that's 100% correct

Diablo

Politicker

Sr. AE

If the avg sales cycle is 6 weeks, I am assuming its somewhat high volume, less ACV game. If this is correct than 15/18 contacts a week could be less unless your conversion is over 50-70%

oldcloser

Arsonist

💀

Let me see if I've got this straight. Hyper-targeted, hyper-personalized and a high closing ratio with management that isn't up your colon over KPIs.

Stop the madness! Will you crazy kids never learn?!!

Vitali - this is freaking optimum. Don't stop. Ever.

Vorlov

Contributor

Oldcloser… say no more. Thanks!

SoccerandSales

Big Shot

Account Executive

If the conversion rate is there and it becomes sustainable for you, I don’t think anyone will question you

sora

Opinionated

RevOps Automation Consultant

So happy you asked this question cause I’m in the exact same situation and fields as you lol my manager doesn’t care of my KPIs as long as I hit quota but challenge is knowing if my more personalized strategic work is enough for that

Vorlov

Contributor

Right? I dont want to waste a quarter laser focused on a small sample of accounts, yet I dont want to blast more people aimlessly.

sora

Opinionated

RevOps Automation Consultant

If your in Ent I think you have a good chance with the personalized focused on key accounts but if lower market maybe not best move / use of time

Vorlov

Contributor

I agree with you Sora - I work for a start up so I have a decent number of accounts. I’m targeting companies very specific to the use case.

braintank

Politicker

Enterprise Account Executive

Sales is numbers game. The more people you hit the more opportunities you'll uncover. Focusing on personalization is good but be careful about decreasing volume too much.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

It really doesn't matter what your cadence or contacting looks like. What matters is your funnel/pipeline, how full it is, and how you are rotating through that pipeline.

So it doesn't matter is you are making 1 call per week or 1000. If your pipeline is at 3-5x,and you are consistently closing and bring in new accounts to that pipeline, that is what matters.

CuriousFox

WR Officer

🦊

Not to mention the reality of said pipeline 😆

Maximas

Tycoon

Senior Sales Executive

Sounds absolutely fine to me,as long as you know these accounts extremely well and have another business a side,I recommend you to keep things the same unless, you may notice any drop in your expected close rate at some point,in that case you've gotta increase it up a bit ,and get emails more personalized!

Vorlov

Contributor

Yeah, its been working great. Not sure If I have just gotten lucky but I gotten some responses and pipe built. I am trying to improve messaging to a broader audiece.

AnchorPoint

Politicker

Business Coach

Why are you splitting your focus? If landing the phone conversation is the key, get it done. Why does the number of contacts control your effectiveness?

Vorlov

Contributor

Due to the ammount of time I have throughout the day.

Account Executive

Hyper-targeted, hyper-personalized, and a high closing ratio is good if there are multiple times the buyer wants to buy like a RFQ vs RFP. That way if you lose on 1st attempt, you will have more at-bats.

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

Press Careers

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.

K O

Prospecting Strategy

20 comments

Related posts

Prospecting

Long-game Prospecting

Prospecting