Hall of Fame: Robin De Vries

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1. 17:27

   LinkedIn will be like, you're leaving LinkedIn. Are you sure this is safe? And people are already skeptical enough and suspicious enough of getting phished when you have the native one. It's a lot easier for them to actually view. And especially engineers, like people in security, people in engineering, they're not going to click on any links. “You got to send them just an actual video.” Now, the interesting thing about video is if you're ugly like me, no one's going to respond to you. You don't get and I've seen people do different things to get their prospects to open the video and actually be like, oh, this is meant for me. The good news, Robin, is you're not as ugly as me.

   In Recorded message delivery

2. 19:36

   One question I want to ask you, Robin, I presume one of the more effective ways to get the attention of hard to reach prospects in your space is like industry events, trade shows, conferences, and things of those nature. And I'm wondering if you've got any best practices related to prospecting related to those. “Yeah, those are super helpful, especially for open source software, like really product” led organizations, because there's so many more people that want to go to big events that you might have never realized that actually use your platform. So for me, what has been very successful is I will literally pull huge LinkedIn reports of who is.

   In Event selection and targeting

3. 26:34

   Thank you for taking my call, by the way. But I noticed your company is doing XYZ. You just got funding to scale. Notice you're using a SQL solution that we have seen historically that makes it very difficult. Is that something that you're running into? And I'll just open it like that. I never ask, hey, do you have a minute or two? Nobody ever does. “You get hung up on immediately.” But if you lead with your POV, they'll try to correct you very often. It seems like from the outside that this is maybe happening, people have a tendency to want to correct you. So I really like just leading with why I'm actually calling. And I will think about that for every person that I call. What am I going to say if this person picks up?

   In Permission-based cold call openers

4. 27:03

   want to correct you. So I really like just leading with why I'm actually calling. And I will think about that for every person that I call. What am I going to say if this person picks up? What is my value that I'm providing? That's what I try to think of. That's what I lead with. Can you give me an example of what a POV might sound like? “Hey, noticed that you just got funding.” It was called out that you're looking to scale your platform and launch three new applications. Also notice that your team has been using a SQL solution that can make it very difficult to actually build new applications upon that existing data and can be very costly to scale. Is that something that you're running into at all?

   In Trigger-based cold call openers

5. 32:00

   In fact, a great revenue kickoff that actually changes the way that your team sells. And the biggest one that you don't want to miss is our live sales kickoff masterclass. Go to 30 MPC.com backslash SKO to save your seat. I'll see you there. Number three on the same topic of personalization. Don't overdo it. “I love the way that Robin talked about that personalization is having a good reason to” reach out. If you have an event in the area where they have the opportunity to meet with other similar roles, that might just be on its own a good enough reason to reach out. We don't have to do overkill and eat into our productivity. Number four, LinkedIn outreach. Don't believe the hype.

   In Personalization evidence standards

6. 32:10

   Go to 30 MPC.com backslash SKO to save your seat. I'll see you there. Number three on the same topic of personalization. Don't overdo it. I love the way that Robin talked about that personalization is having a good reason to reach out. If you have an event in the area where they have the opportunity to meet with other similar “that might just be on its own a good enough reason to reach out.” We don't have to do overkill and eat into our productivity. Number four, LinkedIn outreach. Don't believe the hype. Just because you sell into engineering or product does not mean that you cannot use LinkedIn as a channel. I love the way that Robin talked about using video outreach on LinkedIn to immediately

   In Pre-event outreach

7. 32:27

   roles, that might just be on its own a good enough reason to reach out. We don't have to do overkill and eat into our productivity. Number four, LinkedIn outreach. Don't believe the hype. Just because you sell into engineering or product does not mean that you cannot use LinkedIn as a channel. “I love the way that Robin talked about using video outreach on LinkedIn to immediately” connect with folks in engineering and product roles. Now, Nick, what can our listeners do to help 30 Minutes to President's Club out today? Well, I feel like Robin dispelled a lot of myths that people have that hold them back when it comes to prospecting into a very technical buyer. Talked about cold calling those folks.

   In Video prospecting messages

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