When Salespeople Cold Call Other Salespeople, What Happens?

A month of cold outreach to Enterprise Account Executives (EAEs) using JMM

Tools Used

• Bard for prompt engineering
• Apollo for research and email cadence
• Expandi for Linkedin

Targets:?

Ideal customer profile of an Enterprise Account Executive (EAE) for CLOUD, as a CEO of a Consulting Company that focuses on CLOUD and PRODUCT:

Problems

• EAEs are responsible for generating new business and managing existing accounts. They are often faced with a number of challenges, including:
• Meeting quarterly sales quotas
• Keeping up with the latest products and services
• Managing a large and complex sales territory
• EAEs are also under pressure to deliver results quickly and efficiently, while also maintaining a high level of customer satisfaction.

Pain points

• The EAE's pain points include:
• Lack of visibility into pipeline
• Lack of qualified leads
• Resistance from customers to change
• These pain points can make it difficult for the EAE to achieve their goals and objectives.

Motivations

• EAEs are motivated by:
• Making a commission
• Achieving their sales goals
• Helping customers succeed
• EAEs are also motivated by the opportunity to work with cutting-edge technology and to be part of the Cloud team.

Buying patterns.

• EAEs are typically relationship-oriented buyers who are looking for a partner who can help them grow their business.
• EAEs are also likely to be interested in learning about the latest trends in cloud computing and how they can apply them to their business.

Demographics

• EAEs are typically mid-level to senior-level executives with a background in sales or marketing.
• EAEs are also likely to be based in a large, global organization.

Interests

• EAEs are interested in:
• Technology
• Cloud computing
• Sales
• EAEs are also likely to be interested in networking with other EAEs and learning about the latest trends in cloud computing.

What matters to their role, their org, and our relationship

• The EAE's role is to generate new business and manage existing accounts.
• The EAE's org is likely to be a large, global organization with a complex sales structure.
• The EAE's relationship with your consulting company is important because you can help them achieve their sales goals and provide them with the resources they need to succeed.

How we can help

• We can help EAEs by providing them with:
• Lead generation
• Migration to CLOUD
• Expand CLOUD footprint with PRODUCT

Outreach Sequence for EAE

LinkedIn View Profile, Follow?

Call script

“Full name”, who’s in charge of generating your sales qualified leads?

(lesson learned: not the best approach, see below for the changed script)

How’s that working out for ya? (pause)

Why not plug us in as a turbo-charger alongside your current solution to multiply its effectiveness? (pause)?

Voicemail

Hey <first_name>, YOUR FULL NAME from YOUR COMPANY PHONE (slower) – You drive THEIR PRODUCT for the enterprise, THEIR PRODUCT are highly relevant to your new logo and cloud consumption strategy. YOUR CLIENTS A, B, C, and more drive quantified outcomes such as increased revenue, faster time to market in under 3 months. Again, YOUR FULL NAME from YOUR COMPANY PHONE (slower), I’ll follow up with a quick note

Subject: partnership

Body:?

Lack of sales qualified leads in 2023 is hurting your income

(again not the best approach, see below for updated script)

EAEs have driven new logos with YOUR PRODUCT with $X consumption per month.

Interested in how?

Tim

Subject: Hear what your peers say

“QUOTE” reference’s name

Worth a chat?

Tim

Subject: THEIR COMPANY + YOUR COMPANY Alignment

Venn Diagram showing alignment

No Signature

Add to Weekly Newsletter Specific to THEIR COMPANY and ROLE

Go For Meeting

View LinkedIn Profile

If worked with mutual connection at their company MENTION in call, vm, email, LI connect request

Call: Hi FULL NAME, YOUR FULL NAME, COMPANY NAME (pause) RELATIONSHIP TO COMPANY (i.e. Gold Partner, etc). I’m working with other EAEs (if they are connected with them on LinkedIn mention the specific EAEs) to drive cloud consumption with PRODUCT. Can I do the same for you? (pause)

If no answer, leave VM with the above based on my VM template and state you will send a LinkedIn connection request and email.

If you get someone on the phone you’ll get a 50% meeting rate.?

Top reasons for rejection for me were:?

1. didn’t see synergy i.e. “I don’t sell a complementary product to what I pitched” (need to nurture)
2. left org (which did turn into a meeting for new org in one case)

Overall, lesson learned,? I would start with a smaller target list with a mutual connection than a generic message of getting them SQLs.

Have you tried cold calling other sales reps?

Comment with your thoughts below.