Simple strategy: manager-assisted outreach

Florin Tatulea describes a simple yet effective strategy for reaching out to potential target accounts:

Manager multi-threading

Have your manager contact key people at your target companies. This approach works well alongside your usual outreach methods.

Video outreach

Your manager can send a casual, educational video:

• Keep it informal and informative

• Don't directly ask for a meeting

• Remind the prospect about your previous contact

• Summarize your key messages

Email outreach

Your manager can also send a brief email:

• Mention your previous attempts to reach out

• Share an insight relevant to their role

• Offer to answer questions or discuss ideas
  
  

Jason Bay's meeting tactics

In the Outbound Squad podcast, Jason Bay outlines a specific strategy for setting 9 meetings in 2 hours:

• Build a stakeholder list: Use LinkedIn Sales Navigator to create two lists: one for champions from closed deals and another for managers and reps from past training sessions. This helps keep track of key contacts who have been involved in previous successful interactions.

• Monitor job changes: Regularly check these lists for job changes or promotions. Use sales engagement tools to get updates on these stakeholders. This allows you to identify when someone has moved to a new role where they might have more influence or budget authority.

• Engage with content: Reach out to these contacts by sharing relevant content or insights that can help them in their new roles. This keeps you on their radar and positions you as a valuable resource.

• Offer introductions: Arrange introductions to peers or industry contacts that might benefit them. This builds goodwill and strengthens your relationship.

• Provide value first: Before asking for meetings or favors, ensure you’ve contributed value to the relationship. This could be through insights, introductions, or helpful content.

• Make strategic asks: Once you’ve nurtured the relationship, make specific requests for meetings or introductions. Ensure your ask is relevant and timely, based on their current role and needs.
  
  

3 P's of effective outreach

Tom Alaimo's LinkedIn post outlines three key areas for effective outreach:

Understanding problems

Focus on about 3 customer types and identify roughly 3 problems for each. For example, a sales software company might target sales leaders, managers, and trainers.

Spotting priorities

Look for signs that a company might need your product:

• Check public announcements about hiring or funding

• Look at their website and social media

• See if they've shown interest in your content before

Find just one or two important pieces of information.

Personal connection

Find ways to relate to the individual:

• Look for shared connections

• Check if they've worked with your company before

• See if you have any experiences in common

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