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Some of the tactics that Pipetop learned while starting the B2B outbound sales process. Process tweaks, tools & hacks that you can apply today.
Great article! Very true about not doing it alone. It is so helpful to have others to work with, especially with the flow of ideas and having objective views to one another's ideas and work.
Fantastic ind-depth and still easy to read!
Whats your experience on the "ice-breaker", which I often find to be the hardest - straight up cold calling vs. do everything for a reference vs. "sneak-in" trough ask for feedback on mail vs. .... ?
Here's what I would do:
1. Always a warm intro if possible
2. If super early, try to cover it up into a customer development. I've written a bit more on this tactic here: http://saascribe.com/7-proven-ways-to-hack-your-b2b-customer-development-process/
3. Super to the point cold email (how you can help, who you've helped before aka why they should trust you, easy to act on CTA)
Hope this helps!
Thanks Ramin! Was there a part you liked the most?
“I have not heard from you, so I am assuming you are no longer interested in our offering. I am withdrawing the offer as we agreed. Good luck to you and I truly wish you the best. Thank you for the opportunity to work with you.”
This is good advice. I send a variation of this message when prospects drop off the radar.
They are either interested, and they are willing to move forward, or they were just wasting your time to begin with. Great way to sort out the two types.
Yup Daniel, great point! Thanks for your comment, btw!
Thanks for sharing this great post!
No problem Jonah ;)
Was there something you liked in particular? Would love more feedback for next time!
omg - this is my new fav post on founder selling.
I liked that you included the bit on #12 - if you are getting a lot of "no" the first thing you try should be tweaking the sales process and/or the pitch. So many folks will just jump to the conclusion that it's a product problem, but in my experience it's more likely a sales problem.
Thanks so much April.
On the #12: well, a lot of times, unfortunately, it is a product problem. I'm just trying to encourage people not to take it as the default option. That sometimes, just sometimes, there is an easier way out than changing the product.
So it's always worth at least trying the "let's tweak the value prop / pitch / market segment" route first to see if it potentially works.
Nice article! “Avoid doing it along” – so true! It took months until I found the right partners. However, this is what we should do to move forward.
Great to hear this Giselle - and thanks for your comment!
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