Selling ENT vs MM & SMB as a BDR

Recently moved into a role where I'm cold calling to ENT companies only after mostly selling into MM and SMB companies.


The biggest difference I've noticed is that my connect rate is WAY lower, and when I do get a connect they are way less likely to be the right person, not be in the middle of a zoom meeting, or to be willing to speak with me.


Anyone have better success with different methods in enterprise compared to downmarket?

Is calling into enterprise accounts still the most effective outreach method?

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๐Ÿ”Ž Prospecting
๐Ÿ“ž Cold Calling
10
antiASKHOLE
Tycoon
6
Bravado's Resident Asshole
It's really a good mixture of things tbh.
Wellss
Tycoon
3
Channel sales
The 'ol multi touch approach
antiASKHOLE
Tycoon
0
Bravado's Resident Asshole
exactly.
Sunbunny31
Politicker
2
Sr Sales Executive ๐Ÿฐ
It can work, if you manage to get a hold of someone who can point you in the right direction.

I prefer LI - it's short and quick and if you position things right, you can get that meeting.

Based on my previous postings: avoid reaching out to the obvious wrong contacts in the hopes of getting somewhere. It's understandable if you get the wrong marketing contact - often what they do, let alone which department and at what level - is very unclear. Be professional and clear about why you're reaching out, and why your solution provides value to that person/company.
1nbatopshotfan
Politicker
2
Sales
Gotta mix it up.
CuriousFox
WR Officer
2
๐ŸฆŠ
I find success with email and them follow up calls.
jefe
Arsonist
2
๐Ÿ
I think anyone not doing multi touch is bound to fail.
Kosta_Konfucius
Politicker
0
Sales Rep
I have the best luck with email, but depends on the client. Someone have easy to access direct dials. I would go through your crm and compare to zoominfo, the numbers might be outdated
bomboclat
Opinionated
1
BDR
im seeing the most results on linkedin with personalized messaging.
slaydie
Big Shot
0
Account Executive
It can work if its the right place and right time but I have found it to be most helpful when I use emails, dials and LinkedIn
NotCreativeEnough
Big Shot
0
Professional Day Ruiner
if you're going for a single prong approach, I personally believe email is the best nowadays.

However, multiple touches from different platforms will get you the best results. Call, email, and LI engagement are going to drastically increase your results as opposed to only doing one of 3
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Tailored, timely, relevant emails are your friend in ENT
20
Members only

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45
What are they key differences? Which one would you prefer and why?
32% SMB
68% Enterprise
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