Podcast episode
Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)
30 Minutes to President's Club14 Sept 202231 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 FOUR ACTIONABLE TAKEAWAYS Start your email with research personalization to stand out in the inbox (vs generic greeting). Quote the prospect/company directly by researching where the company is investing its money (e.g. in job postings, funding announcements). Use a more humanized approach when prospecting. Sharing something you both have in common in the P.S. is a great place to add a human touch. Reach out to your prospect immediately after they engage with your content - no need to wait for the next sequence step. PATH TO PRESIDENT’S CLUB Account Executive @ Salesloft Team Lead, Sales Development @ Integrate SDR @ Akkroo, an Integrate company Enterprise SDR @ PatSnap 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.
I'll see you there. All right, Charlie, welcome to the show. We start every single episode with your top three actionable takeaways. So let's get your three. Yeah. So number one is take your research that one step further than other people and be smart about using it. “don't just use generic personalization” across when you're researching someone. Like everyone is using that first thing that they see on someone's LinkedIn profile, using their company, using their industry. So take it that one step further than other people you're competing against for your prospects time. So, for example, if you're using a funding announcement, don't just say congrats on the
So let's get your three. Yeah. So number one is take your research that one step further than other people and be smart about using it. So what I mean by this is don't just use generic personalization or the first thing you come across when you're researching someone. “everyone is using that first thing that they see on someone's LinkedIn profile” their company, using their industry. So take it that one step further than other people you're competing against for your prospects time. So, for example, if you're using a funding announcement, don't just say congrats on the funding announcement, just like every single other person is going to do. Say exactly what in the article you found interesting.
And I'm going to do those out of cadence steps, which in my opinion, are just as valuable as the ones you're doing within your cadences. Another example is if they're clicking on your email, or they're clicking on a piece of content that you've sent them, don't again, just wait for them to come up in the next “step, send them an email, pick up the phone, give them a call, message them on LinkedIn,” like I'm really informal when people like click on stuff that I've sent and I'll just screenshot it. And sometimes I just send it on LinkedIn and I'll be like, Oh, what do you find interesting here? Hey, haha, or something like that. And it's just like, I'm not then being this sales robot, a writing really monotonous,