Maximizing your pipeline by going wide AND deep on your prospecting (Tonima Khan, Senior AE @ Slack)

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1. 2:18

   How are they trying to grow revenue? How is the supply chain affecting their business, the issues with the global supply chain, and COVID? How are they thinking of mobile and e-commerce as it relates to their business? But those are just examples. Based on whoever you speak to, you want to make sure that you are coming in with the “lens of their focus, or what they're interested in, and tying that to your questioning and” your interactions. Beautiful. What's number two? Number two is going to be give before asking to receive. This is something that I am really passionate about. I think everyone, us included, get reached out to by hundreds of people a day, emails,

   In Persona-based personalization

2. 3:41

   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

   In Community participation and contribution

3. 5:52

   prime targets going to be? What are your secondary targets going to be and like tiering them out? Because you don't want to hit seven all hard. You don't want to hit 400 all hard. I don't even think that's possible humanly. So you want to target it out and segment them out the way you do that goes back to what I kind of said with my action with my takeaways, “which is becoming a student of the customer's business. You want to kind of take a look” at what's their spend? How are they trending? Are they in high tech? Are they if they're in high tech, they're going to be hiring a lot. Are they in retail, they're going to be focused on mobile a lot in e commerce. Understanding those trends helps you kind of build a thoughtful perspective on who you should go after. Are these the type of customers

   In Account research

4. 6:33

   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

   In Cadence design

5. 6:33

   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

   In Tier-based coverage

6. 6:39

   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

   In Outbound case studies