Rainingbirdies

Business Development Representative

Setting meetings with Cyber Professionals

Any one in here do business development in the cyber space? Curious to know how many meetings you set a month.

Would also love to hear and share tips and tricks that you have learned along the way. I'm more so in the enterprise space (1 Billion Revenue and up/5k+ employees) but would love to hear about all segments and verticals even.

🔎 Prospecting

💌 Cold Emailing

9 comments

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NotCreativeEnough

Big Shot

Professional Day Ruiner

I'm in the cyber security space. I mainly target CISO's, CIO's, directors of IT, Security admins, VP of IT, etc.

One of the best way's I've found to get in the door with them - prospect the sys admins, security admins, etc. Those guys have the free time to take calls, plus they're actually in the trenches working and using the tools every day. Often times they have a TON of pull with their boss as well. So if they see something and like it, they'll get that person engaged for you.

I also always prospect in the afternoon. Not sure why, but after 2pm I have a significantly better hit rate. More people answer the phone, more emails get replied to, etc.

I try to get 3 self prospected, net new meetings each week. And this strategy gets me 3-5. Which leads to about 8 qualified, strong opportunities I can add to my pipeline each month that have established next steps.

SADNESSLieutenant

Politicker

Officer of ♥️

this is the way

Rainingbirdies

Politicker

Business Development Representative

Thanks a lot for the comment! I mainly reach out to CISOs/VPs. But I can try to incorporate the lower level folks.

NotCreativeEnough

Big Shot

Professional Day Ruiner

the lower level guys may not have the power to make decisions. But they absolutely have access to the people who do. And they have the time to talk as well as the interest to explore what else is out there.

They also aren't making 200+ per year so they're open to gifts for meetings like a gift card or whatever other BS spiff marketing is running currently

Rainingbirdies

Politicker

Business Development Representative

Do you actually do intro meetings/demos with the lower level guys or just try to get info from them? It's annoying because my manager is against the idea of talking to anything below a VP level. I disagree with his approach

NotCreativeEnough

Big Shot

Professional Day Ruiner

yep, always! I treat them the same way I would a VP or C-level person. I want to get them to be my champion for the deal and be bugging their boss for me to help move this project along.

If they can't/won't get me in touch with the right person after we do a discovery call and a high level overview though I won't dedicate too much more time to them after that.

CuriousFox

WR Officer

🦊

This is interesting. I wonder what it is that makes the connect rate higher after 2pm?

NotCreativeEnough

Big Shot

Professional Day Ruiner

honestly I think its just that people are mentally checked out for the day by that point. They're scrolling social media, playing games on their phones, doing menial busywork to look busy without applying actual effort, etc. so they're more open to actually take a call than just pressing ignore.

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I've dealt with Cyber Security Space. Mostly had word with CISOs, CTOs, IT professionals too as end users.
How many meetings- not more than 2 a month (qualified and with sure shot opportunity).

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Rainingbirdies

Setting meetings with Cyber Professionals

9 comments

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