FullEnrich reposted this
The Sales Evangelist | LinkedIn Top Voice In Sales | 3X Top Salesforce Influencer | LinkedIn Sales [In]sider | Helping Teams Generate More Pipeline
I went old school...again. Here's what I mean... I'm approaching my target accounts differently than the traditional sequence of 4-5 automated emails. 1. Build a list in Sales Navigator based on trigger events. 2. I build a bench of three prospects per account to multithread. I look for active people on LinkedIn who have indicators relative to challenges we can assist with. 3. I look for ways to personally engage with the prospect on LinkedIn. Whether that is through their content, people who know them who can assist, or their engagement on other content. 4. Use FullEnrich to ensure I get the right email address and phone number. 5. Since I have made connections on LinkedIn, I send them a personalized email with an idea. 6. I pick up that phone and call them. Why am I doing this? Well, it's not to say I abandon my sequences, but being more intentional with my focus accounts allows for much better engagement, reply rates, and, ultimately, appointments, especially at the start of the campaign. I even still use snail mail as well (if they are engaging but have not replied yet)—it's really old school. Prospects are being overloaded with mass outreach. It is refreshing at times to get something relevant from someone specifically for you. I just kicked off a campaign for some focus accounts. I will keep you posted on the results. Am I the only one doing this? #prospecting #coldoutreach