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.
Do they know anyone or the one same school as you? And the whole takeaway after that is this is where a lot of SDRs miss this. Put it into the CRM once, write it down, reference it on every call. Beautiful. What's number two? So number two is permission based openers of the twist. “They're great, but it's important to layer in the research that you have done.” So social proof wins above all else, right? But as well as any other research that you've done on the account level. So it might sound like, hey, this is Terry saying at Aurum, you know, I was doing a lot of research to hopefully earn this call. I saw that you were actually connected to my CEO, Jason, you're leveraging outreach today and it looks like you're hiring SDRs.
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? Yeah, I think the only thing to note is that
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? Yeah, I think the only thing to note is that we're still reaching out to you in this case, 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,
But they're like, hey, right now, budget's totally frozen. I can't spend anything right now. So sorry, not interested. How is your team responding to objections like that? So first of all, I'll give what the normal objection handle is, right? Hey, we have no budget. It's tough time. Usually we say, hey, totally understand. Budgets are constantly moving targets. “This conversation is really about figuring out if there's a potential technical fit” and if we can potentially achieve those outcomes for you. And do you have 15 minutes to take a quick look? So the goal here is like, we're not trying to sell you the technology. You don't have budget. But let's actually see whether or not you're a good fit. And then to take it a step further, especially for those that have a technology
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
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