FOUR ACTIONABLE TAKEAWAYS
Break into prospects when they are speaking at conferences. If you see somebody from the really-tough-to-break-into account speaking at a conference, go to their talk and sit in that talk. At the end, introduce yourself to the speaker and make a point of connection with them.
Avoid name-dropping obscure customers. When you are prospecting into more sensitive industries, don't name-drop non-publicly referenceable customers.
Your goal is to get into the talk-to folder. You want to be in that folder so that they know who to contact when something bad happens.
Think creatively with your outreach. We are not just limited to emails and phone calls and DMs. Be present where they're coming together.
PATH TO PRESIDENT’S CLUB
Strategic Enterprise Sales @ Rubrick, Inc.
Strategic Enterprise Sales @ People.ai
Enterprise Sales @ App Dynamics
Enterprise Sales @ Xactly Corp
RESOURCES DISCUSSED
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Things you can steal
211 (Sell) Using Your Comp Plan to Guide Deal Negotiation (Jacob Karp, Rubrik) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
