js2458

Enterprise SDR

Valued Contributor

SMB —> Enterprise FinTech: How to Outreach?

Hi! About to begin my outreach as a SDR for a company that is Series B Fintech selling to enterprise companies.

This is a whole new ballgame for me as my previous SDR role was selling to smaller tech companies. Additionally, this company wants me to qualify all my meetings heavily and has expressed that they value information gathering over booking a meeting on the spot. While this is not necessarily bad, I'm not used to this as my previous company was pretty much spray and pray/book the meeting however you can.

We don't have many scripts and I'm not certain how to go about information gathering on the phone - feels incredibly difficult to ask a CFO or VP of Finance about their process, which likely involves a bunch of internal info, on a cold call. Anyone have experience in this market who could shed a little more light on how I could information gather effectively?

😝 cold callingss

5

7 comments

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oldcloser

Arsonist

5

💀

Get yourself a list of every possible pain point the ICP could currently be having. Then reach out with a soft, intellectual delivery, like “I’m calling because I think you may be experiencing X. If you’re not, I’ve got nothing for you and you can slam the phone down. If you are, I need your ear for 30 seconds, fair?”

Would be my style.

But why dafuq are you not being provided with talk tracks?

CuriousFox

WR Officer

5

🦊

Bc

js2458

Politicker

1

Enterprise SDR

We are provided with talk tracks but tbh they’re pretty shit. Little idea of what works from them, more so what doesn’t work —> people with bad tone.

Interesting approach. May do some A/B testing to see if this will work. Per my scripts/own tweaking, right now I’m going with -

“Hi NAME, this is js2458 with company. You got a minute for me to explain why I’m calling?

Ok cool. So I was giving you a pretty specific call - we work with TITLES around pain point. Resonating at all?”

After that, convo seems to kind of fly off the rails. Either they’ll say that they don’t know my company or they’ll say not at all. Never once so far has my pain point hit home.

oldcloser

Arsonist

2

💀

You’ve got the chops to dial it in. Sometimes we just have to. It’s the shit that makes leaders, really. Not to be in full cheerleader mode, but I do believe you’ll find your way through this. Go and light that shit up.

jefe

Arsonist

2

🍁

.

oldcloser

Arsonist

2

💀

Sometimes that’s all it takes. Sometimes it fails miserably.

Phillip_J_Fry

Opinionated

1

Director of Revenue

Probably got hit with 'sell me this pen' during interview process

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