Marcus Malloy

Major Account Executive

What’s the best practices you have made when trying to prospect big companies?

Some of the most challenging things when approaching these massive companies is simply trying to speak to the right C-Suite person . What are your best practices to get this persons attention, to speak with you?

🔓 2024

💺 Outside Sales

📖 Prospecting Stories

14 comments

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oldcloser

Arsonist

💀

Call them, but only if you want to have a conversation. Otherwise, just email.

Can I help the next person in line?

jefe

Arsonist

🍁

CuriousFox

WR Officer

🦊

YAS!!!

saleshoe

Executive

AE (Account Executive)

Bribe them

CuriousFox

WR Officer

🦊

I like you

NoToBANT

Catalyst

Senior Account Executive

Just listen to the influencers.

- Post 60 times a day on LI so you can build a brand (Gong)
- detach from the outcome (Josh Braun)
- when they ask you a question hit them back with the phrase “fuck my sideways with a ship, but did you respond?” (Chris Orlob)

But on a serious note:
- Multi Threading
- focus on user pain (CMO - strategic, end user - how you can help their day to day)
- invite them to a Conference you’re going to (that would be good for them to attend) and buy them a ticket to the event (they’ll be unlikely to not meet you in person)

Hope the bottom half of this was useful

Pachacuti

Politicker

They call me Daddy, Sales Daddy

1- the c-suite doesn't make the decision.
2- if you aren't literally talking with them, it won't happen
3- if you don't have an Executive, Technical, AND Finance champion - odds are you will not win

TennisandSales

Big Shot

Head Of Sales

dude #1 is so true at large accounts.

C suite APPROVES the decisions.....but their team MAKES the decision. at large orgs, there is SOOOOO much value still in winning over director level ppl who have to influence the VP, who have to get approval from CEO.

saleshoe

Executive

AE (Account Executive)

The true answer is figure out how to get an in-person meeting. Send them a gold fish, a box of doughnuts, or show up at the office. Or ask them for a 10 minute meeting in-person. In-person meetings dominate. Nothing else matters

TennisandSales

Big Shot

Head Of Sales

depending on the org stucture I wont go to the C suite untill i have connected with multiple director/manager level ppl.

then ideally i want to use that intel to go to the highest level.

But honestly alot of the time the Csuite is approving decisions that the VPs are all making.

crmsrawesome

Tycoon

Sr Enterprise AM for hire

Agree with 👆, you have to find the pain. I’ve had success with a Middle out approach. Go to the front lines with middle mgr approval (hint: make them the hero) to get the pain and challenges and then work back up and hopefully get sponsorship from middle mgrs and you’re golden if they bring you in to present.
Unless you have a way in or have fellow CxO referrals, find out what sport/concert they like and throw tickets as a Doug Flutie Hail Mary and hope
It sticks. Otherwise you’re getting deleted by the exec admin but don’t call unless you have something valuable to say. Ps “hey I’d like to come tell you how my product can solve for X” ain’t it.

diorSAVAGE

Contributor

unemployed

if "hey I’d like to come tell you how my product can solve for X” ain’t it, then what is?

Gasty

Notable Contributor

War Room Community Manager

LinkedIn.

I’ve seen the most success on LinkedIn for this.
Directly connecting with C-Suite is difficult but they are also the ones not actively evaluating. This is mostly delegated to upper Management.

Calling and emailing is there but depends on your ICP’s.

Also, I guess everyone is selling something to them nowadays so be as different as possible.

Have you been doing something out of the box to get their attention already?

detectivegibbles

Politicker

Sales Director

Call, call, call.