djdj

Sr. Account Executive

Reaching out to C-Level without pissing off D2D contacts

I'm looking for any an all advice on the best ways to get up the food-chain. I have several greenfield accounts that we need to gain Executive level access to, but we have to walk a very tight rope.

👑 Sales Strategy

9 comments

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Robot

Politicker

AE (Account Executive)

Find a good contact sweep system like seamless.ai and see if you can find their contact info through that or on LinkedIn. I have surpassed many a GK to get to the big wigs.

djdj

Sr. Account Executive

Thanks Robot! What kind of messaging did you send for that initial outreach?

Robot

Politicker

AE (Account Executive)

I try to use common ground while matching their tonality and break the ice within the first 30 seconds. Normally I do a quick search of their company and that contact's profile to determine appropriate talking points (avoid weather and sports). Family activities usually strike chords easily or sometimes I like to use my faults to show true human features. Your goal is to earn their trust while actually truly showing interest in building a relationship.

Robot

Politicker

AE (Account Executive)

That was a dense paragraph haha

djdj

Sr. Account Executive

That's great feedback and good ideas thanks for sharing.

LordBusiness

Politicker

Chief Revenue Officer

When prospecting "above" or "Around" a direct POC, I always lead with a huge compliment of the person I am trying to get around. "Hey Prospect, I am working with (name) on your team, and they have been awesome in (solving for value prop), really appreciate their insight and relationship" -- worst case scenario, the C-Level forwards it down to your D+D and the first thing they see is a huge compliment. That being said, if you wanna hook a C-level, or higher level contact, you have to make it worth their while. I currently have 26 meetings on my calendar for today (why should I give you 30 minutes when you are already working with my team?) -- What's in it for ME?

ouroborus

Catalyst

VP sales

Consider stating that the conversation with the C level is more business-focused, what financial criteria are being factored into the project, what are the goals to cut cost or drive new revenue and what is the ROI needed to get a yes from the C level to proceed with a decision. Only they can provide this and you must have it in order to get resources assigned and commitment from your own company

SaaS_a_frass

Senior Manager, Strategic Accounts

I've had a lot of success getting in front of my C-Level clients by offering a Starbucks gift card for a Coffee & Connect. Keeping it incredibly simple and repeating that same offer with my D2D contact to keep them happy as well. Usually spin it as a partnership health check or whatever may be relevant at the time. The less formalized (even though that can be tough in the remote world) the better. Good luck!

Biznasty

Opinionated

Lead Business Development Manager

don't side step your D2D. Have them introduce you to the executive. Feel them out to see what type of relationship they have with the person.

1. If they don't have a good relationship, you need to get to the executive even more than you thought.

2. If they do, they can champion you in.

Let your clients help you help them. Also, no harm in connecting on LI and sending a little note saying "Your company is a client of mine and I work with XYZ on your team. connecting to let you know I'm here if you need me"

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djdj

Reaching out to C-Level without pissing off D2D contacts

9 comments

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