Podcast episode
Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)
30 Minutes to President's Club22 Sept 202129 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: * Segment your cadences based on industry / persona to further personalize. * Target multiple departments of your prospect’s business. Don’t just stop when you reach one. * Always be prepared to “give” with an initial theory on the prospect’s pains based on the market. * Avoid going right to the demo without getting some discovery in return. ====================== Tonima’s Path to President’s Club: * Senior AE @ Slack * Former Sales Manager @ Oracle RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Here are some socks we'd love to hear how you're doing or how you're enjoying the platform, or then sending them to an event, concerts, events. I know those are closed down now, but very soon when they open up again, inviting people to sporting events, concerts, games, what have you, it really opens up the dialogue “and builds that trust and credibility to earn that right to have a conversation with them.” Route us out. What's number three? Number three is don't jump to demo. Discovery, discovery, discovery. I know lots of people, sometimes they want to just, all right, show me what you have, or you really want to understand the person, the company, and the industry that you're
maybe supply chain is what really sells in your in your company. Let's go after the supply chain customers and target those first. Once you do that, I think it becomes easier. It becomes more organized for you to have that outreach. Once you have that figured out, “I think it's important to develop certain cadences based on those segments. So for this” type of customer that's in your a segment, I'm going to target customer reference stories. Maybe let's say again, their supply chain, I'm going to share reference stories of other supply chain customers that we've sold to and those value stories with that target. And
chain customers and target those first. Once you do that, I think it becomes easier. It becomes more organized for you to have that outreach. Once you have that figured out, I think it's important to develop certain cadences based on those segments. So for this “type of customer that's in your a segment, I'm going to target customer reference stories.” Maybe let's say again, their supply chain, I'm going to share reference stories of other supply chain customers that we've sold to and those value stories with that target. And I'm going to send it on a weekly cadence or bi weekly or what have you just so that they
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