pinkiesup

Thoughts on reaching out to C or VP-level enterprise leads

I don't get much guidance from leadership when it comes to this so hello War Room - I'd like your help. I work for a small startup and we have zero name recognition. Is it even worth it to call CHROs and things of companies like Target for example? Is it even acceptable to call? Would like to hear your opinions.

🧠 Advice

📞 Cold Calling

👑 Sales Strategy

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CuriousFox

WR Officer

🦊

I mean if you want to sell your product you need to reach out. Do your research on the prospect and tell them why they need your product/company and why now.

paddy

WR Officer

Director of Business Development

Yes call the fuck out of them, why not? Curious, when you say “leads” where are they coming from? Or are you just talking about pure coke outreach?

pinkiesup

Catalyst

Pretty much just using company lists we find on the internet and getting leads for outreach.

paddy

WR Officer

Director of Business Development

I see. Was asking to see if there was any intent data you had from them but intent data is usually bullshit anyway. In that case just reach out, nothing to lose!

UrAssIsSaaS

Arsonist

SaaS Eater

Worst case scenario if you call - they tell you to fuck off and HU on you.

Worst case scenario if you DONT call - you may leave a multi million dollar deal on the table.

I personally cant sleep with the later.

DungeonsNDemos

Big Shot

Rolling 20's all day

For my BDRs and SDRs out there, if no one told you to fuck off do you even count it as a day of calls?

InQ5WeTrust

Arsonist

No marketing, mayo isn't an MQL

Call them, email them whatever the fuck to get in touch but it needs to be clear why them. Do your homework.

If your pitch matches them they will listen.

RedLightning

Politicker

Mid-Market AE

yeah, why not. The positive thing about calling those is that there's a ton of info that you can find to figure out what direction the company and their department is heading. Do your reseach and try to tell them something they don't know. @sahil had a ton of success with that approach.

Do.it.for.the.checks

Politicker

Account Executive

The short answer is no. You'll never close one unless the whole company is aligned to do so.

The long answer is if you gotta shoot your shot. Be diligent and deliberate. This means building your playbook and putting in ALOT of prep. Public companies release annual reports that outline everything they think, believe and do. Use it to find a new in i.e. don't go after a coming initiative, that decision is made and done. Instead, find a gap or cost and pitch on that (great if you compare to their competitors annual reports as well). Taylor a 3to6 month campaign with soft CTAs and push valuable intel. DO NOT PITCH YOUR PRODUCT TOO EARLY. Just because your company isn't known in the industry doesn't mean you can't make this particular c-suite think it is. Hit an omnichannel approach but avoid being overbearing. Call low-level end-users to gather intel and build out the entire internal process. Once you have a strong business case and know exactly what you are going to do for the company start small, aim for a phone call or lunch. Continue to build the business case with ongoing news, particularly shareholders' meetings, or large changes in their market share. Gathering very specific company information. It helps if you keep a diary of personal information you've collected as you go to i.e. she loves dogs or always comments on environmental posts. Then comes time to finally ask for a real pitch. If all goes well you've successfully started the sales process.

Or know your lane and ask management what your ICP is and just call that.

hh456

Celebrated Contributor

sales

I'd focus on small to medium size businesses. National big box corporations have so much red tape you're gonna take years to seal a deal. You need to sell sooner then that so start where the decision making process is short and you can get all the stakeholders in the room at the same time.

dwightyouignorantsale

Politicker

Account Executive

Do research beforehand… that’s the key to prospecting of any kind. Don’t trash your competition, but talk about what the typical gaps are and how your company solves for those. Instead of going on a rant of why your company is lesser known or going through a blanket pitch that you took from your website. Go right to it. Where can you help and why.

TheOverTaker

Politicker

Senior Account Executive

call them. beep them. you need to fucking reach them.

UserNotFound

Politicker

Account Executive

First question- if a miracle happens and you get in and get the deal, can your start up handle a deal that size? If not, focus on prospecting opps that sit just larger than what your company is built to handle. If you can't support a Target don't waste your time going after them, just go find a whale that you can bring to shore!

JECU

Opinionated

Account Manager / Co-Founder

Call them. One enterprise deal for a small startup can be a breakthrough point.

While it can also have massive downside in terms of SLA if not equipped to handle high volume accounts, but I see more positive than negative.

mitts2

Politicker

Account Executive

Regardless of name recognition, if you can tie the value of your platform to a pain point they have, you have a shot.

Be confident and dial.

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pinkiesup

Thoughts on reaching out to C or VP-level enterprise leads

16 comments

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