#88: This is how we are sourcing 7-figure deals on outbound (AI can't do this)
How to do groundswell prospecting into the enterprise w/ template
Hi Friends,
If you are prospecting into Mid-Market or Enterprise accounts and you take nothing else from my newsletter this year, take this advice about groundswell prospecting.
Seems like me and Kyle Coleman are on the same wave length this week. Here’s a post he made yesterday that I deeply agree with and relates to this topic:
Getting that secret information that’s not anywhere online is the purpose of what we call groundswell prospecting.
It’s actually the secret sauce that has helped us book some of the largest deals my teams have ever sourced.
Here’s a message that I shared internally with our sales team last week:
It's becoming more clear to me that in a world where there are 50+ AI tools that compete with us in some way, the most predictable way to actually gain executive attention is through groundswell prospecting.
What exactly does good groundswell prospecting look like?
When I was at the pipeline conference last week and met with a BDR Director, he shared an image of a slide with me that their CRO shared at their SKO (see below).
We all already know that all SDR leaders care about pipeline, AE leaders care about revenue and Rev Ops cares about efficiency.
The problem with prospecting in this day and age is that these personas all have 50 vendors promising them that.
Effective groundswell prospecting AT THE VERY LEAST should provide you with a metaphorical slide if not a real one like this one below.
It allows us to map Common Room to being a "Scientist" and to focus on ramp time when messaging this CRO.
The best shot we have to break into an account that is somewhat cold is to build messaging to a CRO that looks something like this:
Keep reading with a 7-day free trial
Subscribe to Prospecting from the Trenches to keep reading this post and get 7 days of free access to the full post archives.