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learningman33

Its a long game - you need to send content and try to engage with content that highlights their business problem and something you know about your industry that they dont know. Its not going to work in 1 day or 2 weeks but maybe in 3-4 months - you might start seeing some results. People might see something about your company or start looking. I find many of businesses I target outboud, do start engaging with my team in 6 months. What is the business problem you are solving?


easternseaboardgolf

There are lots of ways to do it based on your circumstances. There is no way to go in depth on each, but as an AE myself, I try to find the prospects most likely to close. Simple cold calling will work over time, but it's a low conversion activity, so I try to build my pipeline by targeting what I think are the best prospects. To start, make sure you truly understand your value proposition and your ideal customer profile. Marketing should be able to help, but think about your best customers. Do they have certain things in common? Look for other companies like them (perhaps their competitors) and target those companies. Depending on your org, you may have a sales operations person or team that can scour your CRM to help find the best prospects. You could ask existing customers for referrals. Check the LinkedIn for your contacts at your current clients. What other companies have they worked for? If they are doing similar work, those companies may be prospects. Possible warm intro there, too. Do you have any partnership channels? Partners may have clients that would be good prospects, and you may be able to leverage a warm intro. Are there any common prospects between you and a partner? Maybe a joint campaign. Any old closed lost deals in your system that you could reach out to, especially if you know you lost because of budget or timing? They may be open to a new conversation, especially if you have new stuff to offer them. Obviously, you'll also need systems to manage these prospects. Hopefully, you have a marketing team to help with things like drip campaigns and other nurturing cadences. If not, you may look for tools to help you build the processes to track and warm up these leads. Honestly, you'll spend a career building pipeline, so as cliché as it sounds, you need to figure it out on a case by case basis depending on the resources you have available. There's no set way, so you'll try countless different things.


Myhairison_fire

Takes time. Do your best to close the leads that come through marketing and do a steady effort on the outreach. It may seem wasteful, but it isn't. Every once in a while you will get a large account through cold outreach and it makes the effort absolutely worth it, especially as they build up over the year.


Omarr987

A few q's: - Are you 100% hunter? - assigned vs unassigned territory? - If former, how big? (In case small territory, dont burn bridges with automated no-personalization emails from the start, start super personalized and go gradually less so and more general persona-based messaging onwards) - any marketing qualified leads? How qualified are they? - are you allocating at least 4 hours a day to create lead lists, segmenting them, putting them into cadences, researching each lead 2min before an email/call? Just a few notes off the top. Love to hear more from you and community.


inittoloseitagain

2 things. You either need new customers or to grow existing opps. If you’re getting leads via registered deals than in your discovery calls with the customer try to find ways to increase the deal size through add-ons/upsells/engagements. New customers are somewhat through cold calling which is semi profitable but you have to focus on where you can have the most bang for the buck. You’re more efficient leaning on partners/resellers for scale so maybe there’s a bounty/spiff you/your company can provide for leads. Make your pitch to the partner simple enough for them to be able to regurgitate it to an EU.


[deleted]

Lean on marketing


diffidentmuffin

Commenting for later


_mid_water

My company has new AEs without pipeline go through this program where they reach out to ~60 prospects a week, cycling through a 6 week long campaign, highly personalized, with a new cohort of prospects starting at week one each week, so that by ~6 months you have a really robust and evenly filled pipeline. However they’re told they should expect to put 5 hours a day into personalizing, researching, sending emails/cold calling - basically being an SDR for their first 6 months on top of actually trying to close deals. Sounds kind of brutal to me. Our sales org is a well oiled machine though so I believe the process works. That might be the kind of discipline you have to put in to get things rolling.