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  • #5508130
    Thoughts on engaging multiple stakeholders when prospecting
    Adam Shilton
    Participant
    Aug 9, 2021

    Hey Guys,

    What are our views on approaching more than one person in an account at the same time during cold outreach?

    Logic says that more than one person increases the odds of a response, but the other side of me thinks that (especially with smaller businesses) if I e-mail an FD and they forward the message to the OPs Director who has had a similar message, it might not paint the best impression of our business, increasing perceived SPAMMYness.

    What do we think?

    Adam

    #5508131
    Jacky Broadbent
    Participant
    Aug 9, 2021
    Jacky Broadbent Aug 9, 2021

    Hiya Adam!

    I would personally target one person, then if I get zero response I move onto the next.

    I guess this would be different if you were selling to a vast account though.

    #5508132
    Adam Shilton
    Participant
    Aug 9, 2021
    Adam Shilton Aug 9, 2021

    I would personally target one person, then if I get zero response I move onto the next.

    Thank you for this. This is the way I’m leaning too

    #5508135
    Stuart Hay
    Participant
    Aug 10, 2021
    Stuart Hay Aug 10, 2021

    I sell to larger accounts with a ABS/ABM approach and I will proactively engage multiple prospect’s at the same time.

    Usually I don’t know who is going to be my influencer in the business until we’ve gone back and forth a load of times.

    #5508139
    Adam Shilton
    Participant
    Aug 10, 2021
    Adam Shilton Aug 10, 2021

    I will proactively engage multiple prospect’s at the same time

    Thanks Stuart

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