Softening barriers

Getting through to a key stakeholder isn’t easy.  They’re getting hit with calls and emails CONSTANTLY.  Sometimes, if you cold call a high level person out of the blue with no point of reference, you risk pissing them off.  The goal is to get a New Business Meeting with them.

Here are a few tips to create that point of reference when you get them live:

• Have a lower level discovery meeting in advance of calling an EB
• VITO or BASHO letters – Email or Direct Mail
• Invites to upcoming events
• LinkedIn – Create audience with key stakeholders and share messaging
• LinkedIn InMail – Use with caution as you can rub people the wrong way with this.  Here are some best practices.
• Email first then call – Tuesday is the best day for this

Know the persona of the person you’re contacting and make sure you do the proper research beforehand.

Anthony Lobosco

anthonylobosco

I’m Anthony Lobosco, editor and Technology Sales Veteran with a BDR Mindset. Throughout my 25 year career, I’ve sold in all markets – Commercial, Enterprise, and Public Sector. I wear multiple hats – Farmer, Hunter, and Demand Generation Expert all rolled into one. My passion lies in blending insights from these unique perspectives on Lobo Social.

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