Podcast episode
Hall of Fame: Talha Husayn
30 Minutes to President's Club22 Jul 202431 min
Description
FOUR ACTIONABLE TAKEAWAYS Call your below-the-line org. contacts to gather intel that you can bring up when having above-the-line conversations. Try to get a direct referral to your target persona, next best would be “permission to mention X’s name”, next best would be using the information from X’s conversation when contacting the target. Use “[X] said we should speak” as a simple, attention-grabbing subject line for the target persona. Document all your conversations in your CRM notes at the prospect AND account level for easy recall in future outreach. PATH TO PRESIDENT’S CLUB VP of Sales @ Orum Account Executive @ Teamable Software Head of Sales @ Neptune.io Manager, Sales Development and Operations @ CloudVelox [Acquired by VMware] RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
or maybe you want an introduction that they can forward. What are you doing to make that transition as smooth as possible? Yes. I'm glad you brought that up. I should have clarified. We are trying to push for the referral. I always tell SDRs, don't put work on them. That's why account-based research is so important. “We do it once.” I might say, well, hey, Nick, it was great to chat with you. I appreciate this. I think our solution actually, based off what you mentioned, might be a fit. This is what we do, short 30-second, 60-second pitch. Do you mind introducing me to Armand? I see that he's the director of recruiting. So you would go ahead and lean into that.
That's one of the top performing sequences that Outreach ever created. And we use it, you know, you're talking 60, 70% reply rates, right? So the email might look to you, Armand, if I don't get you on the phone, might say, hey, Nick told me we should chat. And then just a very short email. So to your point, there's a strategy around getting the referral. “If not, can I mention that we spoke?” If not, all right, I'll have to use that information when we get connected. So this is super important to note because what you've done is you've created a pecking order of what you want out of your customer. And that's sort of the order in which you're asking for things.
That is your number one preference. But to your point, that's a lot of work. So what you're doing to minimize that work is you're saying, hey, I think I need to talk to Armand, right? I'm making it as obvious as humanly possible who I need to talk to next. And if you can't get that, then what you're doing is you're saying, “can I at least mention our name?” And you have a sequence in your back pocket ready for when that happens. And then the final and last ditch effort is if they say, no, you cannot, you're probably baking that all the way back into your account research that you talked about in your first actionable takeaway. And you're using that in every single cold call that you have moving forward. Do I have that right?
And Nick at the same time. And so we definitely want to target the ICP titles first, but we throw in the other mix so that if it so happens and the stars align that we end up talking to other people before that IC, that we've kind of built a groundswell. Sometimes there's cases where we talk to more than one person “who both dropped the same person's name, right?” And so we're able to have that. To your point, social proof wins usually in terms of getting into a conversation.
that first email. And it's just saying, Hey, just make sure you got my first email. I know it can fall through the cracks. How does your calendar look for a quick call during my conversation with Nick? And this is where this is automated. Typically you put this research in ahead of time. You know, these were some of the things that we discussed. I have time. “And then you put in your CTA.” Well, what's really smart about this is where a lot of people, salespeople screw things up is they talk to that director of engineering and they have that three and a half minute conversation and they've got a bunch of notes. And now they know they're going to Armand and they send them the subject line. Same as you, Nick said we should talk, but they think that they have to include every
DM. First, try to get that referral, and if not, get permission to use their name. Number three, if that next person doesn't pick up the phone, send them an email with the subject line, Nick said we should speak. And then lastly, number four, take all of that intel that you get in addition to that “account level research and the prospect level research and put it all in one page when you're” dialing so you can constantly build your understanding of the account and use that as ammo in every cold call. All righty, Nick, how could people help us out here? Let Terry know if you liked the episode. At the end, he said, guys, did I do a good job? And I said, I thought you did, but let's let the audience be the verdict. So if you enjoyed Terry's episode, send him a note on LinkedIn, let him know, and we'll