My Exact Prospecting Process That Got Me To President's Club 3X (Live Screenshare)

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1. 2:03

   into anyone, a signal is essentially someone who's more likely to engage because they already know us in some kind of way. And so, I'm going to put two eyeballs because they already know us and they're familiar with us. Maybe they used to set up a previous company, follow us on LinkedIn, “they're a closed lost opportunity.” to not only book a cold new prospect, but also convert them into a closed one. And so, people who are familiar with us are just way more likely to firstly take that meeting. But secondly, also

   In Closed-lost win-back

2. 11:49

   don't even need to be connected with people at your company. Sal's never smart enough to just pick up that Rubrik. These are the people there. Wow. So these aren't even because there's Rubrik's a big company. There are people at your org who you probably have never spoken to, but this is literally showing you your prospects, your best prospects who you “can get a direct introduction to as opposed to you having to like blitz them with total” cold outreach that they're just going to send a spam. And I will just message people in our team and just be like, Hey, nice to meet you. I'm Talia. I'm in the UK mid market team. Really random. But I saw you're connected to this person and I send them a link and I'm like, do you know them well? And if they're like, yeah, I know them really well. I'll

   In Selecting introduction sources

3. 13:32

   And I spoke about over here, the fact that they were 30 minutes plus, and I just want to go over what I mean from that, because I'm not just doing that one time researching. Obviously, I'm going to be looking into things like annual report, like you usually would. “you can use AI for this as well. You can pull out documentations, put it into” chat GBT or Claude. I want to understand how they make money. This one's really important as well, because especially for me selling to companies, when we're talking about downtime

   In AI account research

4. 18:40

   So they told me their point of contact because I've been able to understand, okay, these guys are speaking to more senior people. Annual report and key findings, strategic priorities, any news, trigger events and then current tech and incumbents. Oh, you've got stakeholder map. What's this? “So then I'm mapping out my key contacts I need to go after.” These guys I've had a call with, I've already spoken to them, but they're just not the right people. And then I know the more senior people that I need to be going into. This is like my crown jewel of a prospect. And I can show you some of the outreach. I have it in my tier one part that I've been doing to her. And then underneath here, partner intel as well.

   In Account-contact mapping

5. 21:40

   And then once you get the meeting, then you can listen to the whole thing. The next part I was going to go on to was the fact that part of my research is that I'm also looking at events and I'm trying to see my tier one prospects. “Are they going to any industry events that either we're exhibiting or I can just walk the floor and then hope to bump into them?” So for this prospect, as an example, we were going to Infosec, we were exhibiting there and then I found out she was there. So I was like, great. So I said, hey, hopefully see you there. We spoke to your team about this. Here's the challenge. Maybe we can grab five minutes and then message while she was at the event.

   In Event selection and targeting

6. 22:07

   So I was like, great. So I said, hey, hopefully see you there. We spoke to your team about this. Here's the challenge. Maybe we can grab five minutes and then message while she was at the event. And bear in mind, I went to the event as well. “after the event that I'm following up and we actually managed to get a meeting with her,” And then again, just some kind of almost deposit information, like here's a really useful article that's being shared across your space right now. This is the attack path. Does it make sense to do a recovery workshop that we were planning with your team before? What is a recovery workshop?

   In Post-event follow-up

7. 25:26

   surface real risk and get deals moving again, and you can get it for free at the link in the show notes. So, to recap, your tier one accounts, you've got your three ways that you are trying to break into them. You've got the team link piece, which we talked about in your signals approach also. “You've got your partners, where you are working with your channel manager to try to identify” which IT consultant, basically, whether it is Softcat, Phoenix, CDW, Bytes, or another one, has the strongest relationship, and you're trying to leverage that as a way to get an introduction there. And then you've also got... It's a message.

   In Partner account mapping

8. 26:46

   closed one with another rep, Billy, in your team. Do you want to work on this account together? It sounds like... Got it. Because the SoftNet, Phoenix, et cetera, they're incentivized to get their customers to spend, obviously, in a way that solves their problem. “you call the rep who oversees the account, and you're almost like co-working an opportunity” together. The rep has interest to work with you, and you almost sell them on it by saying, we literally just made somebody else on your team some money, want to work this with me. Exactly. And you have to be smart about it, because if you think about it, how many IT solutions are they that Mr. or Ms. Prospect is going to be transacting through them?

   In SDR and AE operating model

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