007_TheCloser

VP of Lead Gen

What Am I missing on the sales roadmap?

So I am running a software development consulting firm. I have 8 clients now. All my IT consultants are doing well at my client and we are all remote across the globe.

Most of my clients are in the US with some in Spain and some in Latin America.

I am trying to level up and get more clients but seem to have hit a cold streak.

My process: LinkedIn.

Search for Mid size companies.

Cold outreach.

Get meetings and able to provide better price as we are a nearshore center.

thing is not, getting enough meetings lol

Not sure how to go about it.

Any word of advice would be great.

My ideal client base would be 30 clients. Just not sure where to look anymore or not sure if my strategy should change.

🔎 Prospecting

☁️ Software Tech

🤝 Networking

11 comments

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poweredbycaffeine

WR Lieutenant

☕️

Develop a TAM list, identify the top 100 clients you want to work with, and start prospecting via LinkedIn, phone and email. Show up at the conferences your ICP attends and work your way into conversations.

Do they only care about price, or do they also care about the quality of service? Find a way to be unique because nearshore is no longer the differentiator it once was.

Incognito

WR Officer

Master of Disaster

Pro tip: do everything @poweredbycaffeine says

jefe

Arsonist

🍁

Second that @Incognito

hh456

Celebrated Contributor

sales

Call the night manager of the server farm. No joking. Find his name, call him, talk to him. He has nothing going on. I can’t believe I’m telling you this for free. Fuck me. Sell him, then the day guy cause he will mention it to the day guy anyways if he likes the solution, then the ceo/cio. You’ll now have two dudes saying we should do this instead of you. But start w the night manager. Get their info on rocketreach. Thank you for coming to my Ted talk.

Diablo

Politicker

Sr. AE

LinkedIn alone will never work well. If you want to make effective outreach, you might have to use multiple tools - one to find your list and start pulling their emails and phone, 2nd is to create personalized automation (Email, phone, LinkedIn - Navigator is better if you aren't using etc.) and 3rd CRM so you know what was spoken last and when.

These are the top 3 that comes to my mind to start with.

ultraman

Tycoon

Shepherd

My company recently left ZoomInfo for Seamless, so I can't speak to how good Seamless is for prospecting, but having a tool like this is essential for me to generate leads and get to decision makers more quickly. TBH I don't even mess with LinkedIn anymore since using ZoomInfo.

CuriousFox

WR Officer

🦊

Me either.

Sunbunny31

Politicker

Sr Sales Executive 🐰

After I found several questionable contacts using ZoomInfo earlier this year (by which I mean, contacts that hadn't been at the company I was targeting for some time), I used LI SalesNav to cross reference attractive contacts. Have you had better luck with just ZoomInfo?

ultraman

Tycoon

Shepherd

While I’ve run across the occasional person no longer with the company, I would say overall it has been an outstanding tool to generate call lists and addresses for EDM. Our CRM is garbage so porting those contacts in isn’t a feature I used, but whatevs. I’m gonna dig into seamless this week and see how it stacks up.

Sunbunny31

Politicker

Sr Sales Executive 🐰

My experience was more than just occasional. Bad luck, I guess. I'm interested in your report back on your experience with Seamless.

IronPhi4

Good Citizen

CRO

If you want to target 30 prospect accounts, I'd prioritize them based on what your ideal customers look like. Evaluate the accounts based on their propensity to buy what you are selling, what you can find out about their needs or challenges you can solve, etc. I'd then identify the top 50 based on the criteria you establish. Then... look for the folks within those accounts that would be your ideal buyer profile. Start high but when you do so, you have to be relevant, so do your homework and see what is going on in their business based on press releases, 10Qs, their social channels, and even what kind of content your ideal buyers are interacting with online. It's all out there. Then start at the top and create an orchestrated flow for outreach to each of the people. Either get relevant content that you or your company has already and use that or create some and send it. Have balance with your outreach. Just don't pound the phones or pound emails or hammer their LI Inmail. Mix it up and space it out. Be consistent and stick with it. I assure you that if you follow this process you'll waste less time and you'll find a nice set of accounts for yourself.

People will tell you this approach is too much analysis/paralysis and to just start hammering the phones and email. I could not disagree more. It does take some time up front, but you can be making your first round of outreach in one day.

If you have trouble finding data on accounts and contacts, consider subscribing to Zoominfo or something like that. It'll save a ton of time.

I hope this helps.

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007_TheCloser

What Am I missing on the sales roadmap?

11 comments

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