Success isn’t just about making a single pitch and hoping for the best. It’s about strategically engaging with potential clients from all angles, leveraging every available resource to maximize impact. One powerful technique in the arsenal of sales professionals and Business Development Representatives (BDRs) is triangulation – a method borrowed from military strategy that involves hitting targets from multiple angles to ensure success. In this blog post, we’ll explore how technology salespeople and BDRs can harness the power of triangulation to identify and engage with their target audience effectively.
The Detective Work: Identifying the Right Targets
Before diving into the intricacies of triangulation, sales professionals and BDRs must first conduct thorough detective work to identify the right targets. This involves more than just finding the right contact within a company; it’s about understanding the ecosystem surrounding the target and uncovering potential points of leverage.
Leveraging the Partner Ecosystem
One key aspect of detective work is identifying potential partners or affiliates who may already have relationships with the target audience. By leveraging these partnerships, sales professionals can gain access to warm leads and valuable insights that can inform their outreach efforts.
Utilizing LinkedIn Connections
LinkedIn has emerged as a treasure trove of professional connections, and savvy sales professionals know how to leverage this platform to their advantage. By identifying mutual connections or acquaintances within their network, sales professionals can establish rapport and credibility with their target audience more effectively.
Exploring Other Points of Contact
In addition to direct contacts and LinkedIn connections, sales professionals should explore other avenues for engagement. This may include reaching out to related organizations or individuals who share common interests or challenges with the target audience.
The Art of Triangulation: Hitting Targets from All Angles
With potential targets identified, it’s time to put the concept of triangulation into action. Similar to military strategy, where multiple points of attack converge to overwhelm the enemy, sales professionals and BDRs must employ a multi-pronged approach to engage with their target audience effectively.
Demand Generation and Outreach Efforts
At the core of triangulation is the notion of hitting targets from all angles. This involves deploying a combination of demand generation and outreach efforts to capture the attention of potential clients. Whether it’s through email campaigns, social media outreach, or targeted advertising, the goal is to create multiple touchpoints that reinforce the sales message and drive engagement.
Leveraging Mutual Connections
One of the most powerful aspects of triangulation is leveraging mutual connections to establish credibility and trust. By referencing shared connections or affiliations in outreach efforts, sales professionals can increase their chances of capturing the attention of their target audience and initiating meaningful conversations.
Engaging with Related Organizations
In addition to direct outreach efforts, sales professionals should explore opportunities to engage with related organizations or industry groups that may intersect with their target audience. This may involve participating in events, webinars, or forums where potential clients are likely to congregate, thereby increasing visibility and credibility within the industry.
Conclusion: Mastering the Art of Triangulation
In the competitive world of technology sales, success often requires a strategic approach that goes beyond traditional tactics. By embracing the concept of triangulation and hitting targets from all angles, sales professionals and BDRs can maximize their impact and increase their chances of success. Through thorough detective work, leveraging the partner ecosystem, tapping into LinkedIn connections, and deploying a multi-pronged approach to outreach, sales professionals can unlock new opportunities and forge meaningful connections with their target audience. So, arm yourself with the tools of the trade, adopt a strategic mindset, and master the art of triangulation to propel your technology sales efforts to new heights.
Anthony Lobosco
