Trying to break into a new account is a lot like piecing together a puzzle. You know what the final picture is going to be. It’s going to be you engaging in a meaningful way with the account’s decision makers. But like all good puzzles, it takes patience and strategy to get to that final picture. A lot of independent pieces need to fall into place first.
Fortunately there are several things you can do to gain traction in an account and build your way to those meaningful connections. From creative ways to gain intel on an account to techniques that will get you better response rates from your engagement, there’s no shortage of helpful information out there. Each sales rep has their own tips, and techniques for success.
That’s why we invited SalesLoft SDR Tyler Gruca to share a few of his favorite ways of prospecting a new account. Take a look:
Hey everyone, Tyler here with SalesLoft. Today I want to talk to you about some prospecting techniques I use to break into target accounts, and one way to do this is to view prospecting as putting together a puzzle.
So one technique that I’ve found to be effective is actually starting by calling into the sales line. You know the person that’s picking up the phone is probably going to be a lower level sales rep that’s going to be more open or willing to giving out information around what their process actually looks like and the tools they’re using and if they even like those tools and systems.
Another thing I’ll do to help piece together some of those corner pieces is while I’m prospecting, see if there’s anything that I can relate to, whether it may be an article they shared or even a common interest that we have that can help warm up the conversation. So with that in mind, you can then reach out in a more personalized way by referencing some of those conversations you’ve had with other sources or corner pieces.
One tip that I’ve found to be really effective when reaching out via email is to actually reference the conversation you had with someone else in the account in the subject of that email. I hope these tips were helpful. If you have any questions or comments, feel free to leave them below. Hope you guys have a great day.