Podcast episode
Prospecting Technical Buyer Personas and LinkedIn Outreach (Robin De Vries, MongoDB)
30 Minutes to President's Club18 Jun 202434 min
Description
FOUR ACTIONABLE SALES TAKEAWAYS When looking for intel on an account, consider reaching out to ex-employees for insider info Record simple videos, dont be corny, send them natively on LinkedIn Don't over-do personalization, weigh the cost/benefit of putting in extra work into your outreach All personas exist on LinkedIn, don't write it off as a prospecting channel PATH TO PRESIDENT’S CLUB Regional Sales Director @ MongoDB Snr Team Lead High Tech Account Executive @ MongoDB High Tech Account Executive @ MongoDB Enterprise Account Executive @ Ivanti 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.
out to win instead of to lose. Love it. Round us out, Robin. What's number three? So number three is you need to be self-sourcing your accounts. Make sure you'll get a book from Sales Ops. Not everything is going to be great in there. You really need to do your job on sourcing those accounts. “Look through built-in, look through well-found, look through LinkedIn, look through career” pages. Start building a POV on what accounts are great accounts and how you can help additional accounts. Look through what deals have been closed on the floor and what accounts are similar that you can source yourself. Add those to your book. There'll be a lot higher quality than what is in your book to begin with. Amazing.
That is a main tool that I would use to find accounts that have some mongo and that are going through those events, that are scaling, that are hiring more people. “LinkedIn pages is one built-in, well-found, their own careers pages, like what kind of engineering skills they're hiring for.” Those are all tools that we would use to really scrape and find those accounts that either have mongo or would have technology that plays really well with it. So I think one of the things that I struggled with as a sales rep a lot, and as I'm hearing you talk about the sources you're going to, is sometimes when we do that, we have a great reason for reaching out, right?
Like those messages, because I don't know that they're necessarily doing something with MongoDB. I'm just looking for people that have the skill and that are in the area and it's hundreds of people. I can't personalize all of that. Yeah, no, it's a good call out. Like I think oftentimes we talk about personalization as something you do or don't do. But what I like is what you talked about before “is in your LinkedIn messages, those feel more personalized.” In your initial first touch outreach, those feel more personalized. But I think where people get into trouble is when you try to personalize every single touch along the way. And I like the way that you think about events as valuable enough because people want to come together that that can be enough weight in those messages. Yeah, I think as long as we have a good reason
those feel more personalized. But I think where people get into trouble is when you try to personalize every single touch along the way. And I like the way that you think about events as valuable enough because people want to come together that that can be enough weight in those messages. Yeah, I think as long as we have a good reason to reach out to them, that's really what we need. “An event is a good reason.” I agree. You're right. I think obviously depends on your number of accounts you have, segment space, type of sale, et cetera. But I think folks sometimes over-rotate on the personalization and will double personalize where it's like, I need to research you and personalize this email. And we're both going to be at this trade show or event. When I was selling to law firms,
I go straight for my POV. Hey, I know I called you out the blue. 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.
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