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Research-based sales pitches

Darren McKee outlines his approach to reaching out to prospects directly, often with a high response rate.

He primarily targets executives (C-suite and V-suite) and focuses on being concise, well-prepared, and direct. Darren believes execs don’t have time for long relationship-building before a pitch—they want relevant, actionable information now.

Here’s why his messages stand out from others:

1. Thorough research: He learns about the prospect’s business and recent updates, identifying specific pain points and opportunities.

2. Personal connection: He finds common ground or shared experiences to add a personal touch.

3. Visibility on their feed: He’s already interacted with their LinkedIn posts, making him a familiar name.

4. Offers new insights: His message includes a valuable observation they might have missed, making his outreach useful from the start.

Example message
Darren often sends casual video messages like this:

How to create a strong problem statement

Stef Geraldes shares a quick exercise to help salespeople clearly define the problems their product or service addresses.

Instead of vague statements like “We drive efficiency” or “We support growth,” he advises identifying the real obstacles your customers face.

Here’s his five-step process:

1. List 3-5 ways you help: Start with specific ways your product or service benefits customers. For instance, “We help businesses engage with Enterprise accounts to drive larger deals.”

2. Identify customer obstacles: For each benefit, write down challenges customers face. Example: “They don’t connect with enough Enterprise accounts each month.”

3. Explain why the problem exists: Label the root cause of these obstacles, such as lacking “resources, time, or data” for consistent prospecting.

4. Describe the impact on their business: Note how this issue affects them, like slowing growth or losing market share to competitors.

5. Define your solution: Finally, craft a statement on how you help solve this problem.

After this exercise, you’ll have a clear problem statement, like: “Many companies want larger deals in Enterprise accounts but struggle with limited connections to decision-makers, often due to resource constraints. This slows growth and leaves room for competitors. We solve this with targeted outreach.”

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Weekly prospecting routine

In a recent post, Nick Cegelski, explains that real success in sales doesn’t come from watching sales videos or taking online courses.

It comes from doing the hard, often repetitive work of prospecting. Prospecting can be discouraging, but it's necessary for hitting your quota and keeping your business profitable.

Here’s a clear, effective weekly routine he recommends for building a strong sales pipeline:

Monday to Friday routine:

1. Choose 40 prospects: Focus on executives like C-suite or VPs.

2. Make your calls: Call each person on your list.

3. Leave a voicemail + email: When they don’t pick up, leave a short voicemail and follow up with an email.

4. Address their problems: If someone does answer, mention the specific problem you believe your product can solve for their company.

5. Focus on interested prospects: Most won’t be interested, but a few will respond positively. Focus on them.

Each day follows the same steps. By the end of the week, you’ll have dedicated about eight hours to consistent outreach. This method tackles 90% of your pipeline issues.

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