rainmakerinthemaking

Enterprise Sales executive

Sales activites planning

Hi Champs,

I'm an AE in a software company, we provide services surrounding major technologies such as Adobe, Oracle, and Salesforce.

I want to share a challenge that I'm challenging myself to achieve. Please give your pointers

I want to hunt at least 10 new qualified leads in Aug. These leads must have good BANT quality.

My Mondays and Fridays are for internal admin work, internal meetings. Tues, Wed, and Thurs will be a full outbound day. I will be cold-calling prospects with references from their LinkedIn profiles. I will generally ask them if they are utilizing any tools to achieve their goals, what's on their digital road map, or are facing any technical obstacles or challengers

thoughts?

☁️ Software Tech

💼 Productivity

👑 Sales Strategy

17 comments

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FlintIronstag

Notorious Answer

Chief Marketing Officer

Switch your admin days to Th/Fr first of all. You're losing good meetings for prospecting by giving up a Monday. I never prospect after 3PM MST on a Wednesday. I use Th/Fr for list building, taking current meetings, setting meetings, or cx success.

Everyone's out of town, on vacay or really disciplined if they're decision makers and they won't make decisions with the weekend in sight.

I don't know enough about your product to provide any other advice then to hopefully increase your harpoon percentage. Good luck!

poweredbycaffeine

WR Lieutenant

☕️

Go deeper than "do you use these technologies" and find out what technologies they already use. ZoomInfo, Apollo.io and BuiltWith are great resources to figure this out--then you can use real intelligence, combine it with a pitch for why your services are better or are complimentary, and win more business.

CuriousFox

WR Officer

🦊

This is the way to stand out. You come in having done research your competitors haven't.

rainmakerinthemaking

Politicker

Enterprise Sales executive

yes, I use BuiltWith to see if they are using relevant platforms or tools for a certain products we push. I try to use values like how it can drive more activities or better visibility ... to get them interested or share more on their tech stack

MsTech

Executive

Business Development Executive

Fridays after 12 were always my best days for outbound cold prospecting.

rainmakerinthemaking

Politicker

Enterprise Sales executive

I usually use my fridays for meetings with prospect.

MsTech

Executive

Business Development Executive

Sure, you asked for opinions.... I found that the busy hours of the day are the most difficult to connect with decision makers. Late in the business day or, on otherwise "off" times yielded better results.

goose

Politicker

Sales Executive

You sound like every other AE in a software company providing services surrounding major technologies such as... blah blah blah

The only difference is that they prospect on Mondays, Tuesdays and Wednesdays and have internal meetings on Thursdays.

rainmakerinthemaking

Politicker

Enterprise Sales executive

Any suggestions to stand out?

goose

Politicker

Sales Executive

How would you improve your experience with “x”?

rainmakerinthemaking

Politicker

Enterprise Sales executive

oh I get what u mean. Usually, I go with smth like '' what if you are able to achieve so and so as compare to a traditional method?''

smth like that?

goose

Politicker

Sales Executive

Sure. I don’t really know. Just shooting the shit ya know? More conversations and less sales…

alecabral

Arsonist

Director - Digital Sales Transformation

If you have access to Sales Navigator, use that to find more about their companies. It's faster than regular LinkedIn, but not absolutely necessary.

I think you need a good cadence here, as in:

Step 1: focus on a specific industry / group of accounts
Step 2: find the right personas to engage with, at least 2-3 per account
Step 3: commence your engagement with a semi-customized message (meaning 60% copy/paste, 40% customized works fine for me). If you're inviting on LinkedIn, watch out, if you send too many of those all together, you'll get banned.
Step 4: FOLLOW-UP. Never stop engaging just because they didn't respond the first time.
Step 5: if they respond, don't pitch at once but rather keep them talking until you get a meeting.

best of lucks!

rainmakerinthemaking

Politicker

Enterprise Sales executive

Yes!! this is exactly my strategy when I'm prospecting on linkdln.

what do you think if my response rate is 3/25? meaning out of every 25 personalized msg, I get 3 responses. is this good?

alecabral

Arsonist

Director - Digital Sales Transformation

I think it's a good baseline, you're at a 12% response rate. You could improve that rate a bit by targeting better (focus more on active LI profiles, as in people posting/commenting/reacting so your chances of them seeing and potentially responding to your messages is better. That I mean, if you're not doing it already!

LordBusiness

Politicker

Chief Revenue Officer

Does your company buy any technographic and intent data?

rainmakerinthemaking

Politicker

Enterprise Sales executive

Zoominfo only

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rainmakerinthemaking

Sales activites planning

17 comments

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