Selling to executives, selling with them, and everything in between (Kris Rudeegraap, CEO @ Sendoso)

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1. 2:22

   all the different people that I'm going to want to multithread to later on. And it saved me multiple hours per week. What are other ways reps can use some sort of Upwork service to drive efficiencies in their day? Yeah. So I would say when you're prospecting, a lot of times you'll find these lists online, these listograms really quickly. “So you could say, hey, put this into a CSV that then can be deduped against your CRM” or it can be checked against things so that you can see, hey, these 18 people aren't even in our database yet, or these 18 accounts aren't in our database. So I'd say find that. I'll often use Upwork to find LinkedIn profiles of people so that they can social interact with them and get that again while I sleep, the VAs are doing this for me.

   In Duplicate record management

2. 4:06

   You're doing some really creative stuff with these sequences. The Where's Waldo, Descent from the iPhone. Can you talk about, are there any other things that you're doing like sequence-wise that are different than usual? I mean, one of the things that I think is different and creative is if we get into what I actually do as a company where I work at Sendoso, I think that adds a creative step “too, where you purposely try to find gifts or other things to mail out to prospects.” And that I think is the ultimate creativity, whether it's, hey, I did my research and I saw you play golf and I'm going to send you golf balls with your favorite sports team or alma mater. So I think that's a creative step that takes a lot of effort too. Just like you're kind of A-B testing what emails to send, you kind of A-B test what gifts to send and you see what's working, you track the analytics and you rinse and

   In Direct mail

3. 5:38

   on more heavily? I think there's two others that come to mind. One is if you work in an environment where you have VARs, channel sales, or even just integration partners. I think there's a big integration ecosystem. Go find the CSM or the AE that's at a partner company and be besties with them and get some deal flow that way. “So I think leveraging them to build better rapport with partners is key.” So I think that's important. And then after the deal closes and you're building rapport with that new customer, that person is probably going to leave and go to another place at some point. And so if you can still build rapport and keep that relationship alive, you're going to get another chance to win them over at their next job or ask them for a referral

   In Direct mail

4. 6:07

   person is probably going to leave and go to another place at some point. And so if you can still build rapport and keep that relationship alive, you're going to get another chance to win them over at their next job or ask them for a referral or a reference. Hey, skip going to marketing and asking them for who's their best references. “Just keep all the people you've sold, be their best friends, and then use them as your references.” I want to dig into something that you just said a second ago, which was the idea of gifting to channel partners or advisors or people in the same space because it's something that's coming up more and more recently. And it was something that you put in the prep doc, like partnering with other organizations or advisors.

   In Customer reference programs

5. 6:59

   So I think most companies will have some partners. Or if you don't have any partners, there's often times where you can see, hey, I sell into the same ICP as you, and go out and form your more ICP-related partnerships. And so I think in that case, it's a little thinking outside the box. But if sales reps love networking, and so if you can go find another sales rep or another “account manager that's selling in the same ICP, create your own partnerships.” Hey, we sell a lot into the same accounts. Let's connect over a virtual call to see if we can help each other. Hey, by the way, I'll buy you lunch, and here's $25 to Uber Eats. So it's like, okay, that seems like a very easy, take that and run with it. So Chris, I want to take this in another direction where we're talking about all this thing that

   In Co-selling and co-marketing

6. 6:59

   So I think most companies will have some partners. Or if you don't have any partners, there's often times where you can see, hey, I sell into the same ICP as you, and go out and form your more ICP-related partnerships. And so I think in that case, it's a little thinking outside the box. But if sales reps love networking, and so if you can go find another sales rep or another “account manager that's selling in the same ICP, create your own partnerships.” Hey, we sell a lot into the same accounts. Let's connect over a virtual call to see if we can help each other. Hey, by the way, I'll buy you lunch, and here's $25 to Uber Eats. So it's like, okay, that seems like a very easy, take that and run with it. So Chris, I want to take this in another direction where we're talking about all this thing that

   In Partnerships

7. 11:37

   I typically stray away from being the Hail Mary CEO. I usually don't do that. I don't think that unless I've been a part of that conversation earlier on, I think maybe you can also ping partners at times, you can get some good account intelligence. Maybe they've gone dark. You say, Hey, partner, I know they're your customer already. “Like any insights, this person still work there, we can play dumb like that to see that.” And I think you might be able to get some account intelligence that way too. Well, what a lot of people do is they only think of using partners to get that first referral. But like, okay, my integration partners are lead gen folks. The moment they send me a lead, all right, we're good to go. But oftentimes the best, best deals are the ones where it's like, Hey, I'm about to multithread this one.

   In Account research sources

8. 18:45

   that way. So hey, if you had 80 reps, and they're all spending this many time and this much money, actually get them to realize the value, which I think calculators can help with that. We tried to create a ton of case studies and videos and try to find someone that's a peer that can be a reference pretty early on. So it's like, hey, don't take our word for it. The CRO “over here is on video saying this, or this VP of sales is willing to talk to you. Do you want to” hear why they did it? And so I think the peer-to-peer and getting as much as that, I think we've got maybe 75 case studies. We've got like, I don't know, 800 reviews on G2. So we've really put an effort into the peer-to-peer. Because in the early days, 5 years ago, no one used this

   In Customer advocates