Zach G.

CROs: Run this outbound play to break into massive accounts 👇 Most CROs don't engage in deals. Or help reps break into ent/strat accounts. I've never been a CRO before—so I can't tell you whether that's good or bad. You have a lot of responsibilities as a CRO. But, I recently met a CRO who lands meetings with the C-Suite in MASSIVE accounts. The biggest companies you can think of in every category. The key principle: Power is more willing to engage with power. Leverage the C-suite title. Here's how it works: ✅ Pick 10 accounts to get started Choose the top 10 accounts that can make the quarter/year if you win them. The best accounts are ones that reps have worked but not been successful in breaking through. We'll assume you're already going after low-hanging fruit accounts where execs have existing relationships. So we won't count those as part of this exercise. ✅ Work in tandem with a great SDR Pick one of the top SDRs to help. Ideally, this is someone with great leadership potential that you want to promote at some point. ✅ Optional: Give the SDR access to your LinkedIn account This one will make you uncomfortable. You also have the option of creating a separate LinkedIn account as well. But give the SDR autonomy to send approved messages. ✅ Execute the outreach The SDR should do basic account research to find existing initiatives where your solution can add value. Then they need to research the individuals in the C-suite to find podcasts interviews, features, etc. if available. Pick 1-2 similar customers to mention in the message. This should be mentioned in the outreach, along with how you can add value. CTA: Ask for 10 minutes. Send via email and LinkedIn message or InMail. Here's what an example message could look like. --- Eric, Solid Q1, and congrats on the success of Nordy Club sales. Looks like membership growth is a key growth lever. I imagine member retention is a big focus. Our team has had tremendous success helping CVS, BestBuy, and Kohl's run world-class membership programs. Opposed to a quick 10-minute chat to learn more? Jason ✅ Run intro call These will likely go longer than 10 minutes. And the CEO will send you over to someone else in the C-suite. Run a solid intro call and make an offer to introduce key team members on your side. ~~~ The email/LI message should have all of the components of a great cold email: research, problem, social proof, and CTA. But the big difference is leveraging a c-suite title to get a meeting in the c-suite. I wish more CROs and execs in companies would leverage this approach. Agree or disagree? #sales #outbound

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Sales reps: If you’re currently on an offer and you're not sure if it’s good or not… Here are 6 red flags that are a sign it’s time to find a better one: 1. Too much objection handling People will always have objections But there comes a point when its too much If you’re forced to lead with a high-pressure sales process… Odds are your offer isn’t as strong as you think 2. Delayed commissions If you have to ask every month for your commission… You have a problem They should be coming to you with exact numbers on what you're going to make You should never be the one having to initiate that conversation 3. Bad fulfillment This tells you whether your offer will last or not Sure, you can make good money for a while… But you never know when it's going to end It’s tough to sleep well at night knowing you could lose your job at any moment 4. Not having proper support. Not being able to get the shit you need when you need it You should always have access to everything you need . Make sure you have the proper support in the time frame that you need it. 5. Misleading KPIs Your hard work should ALWAYS pay off If you’re crushing your KPIs and not getting compensated for it… Red flag Ex: if you’re promised $8k for X closes and you go beyond and only make $6k… You might wanna see what's going on there 6. No consistent feedback loop You're on the front line as a sales rep You know: • What's working • What’s no working • What people are asking Even if you’re new to the company, you should be able to give feedback And the company should be open to hearing it If you’re experiencing any of these red flags, I highly suggest you either: • Start asking some questions • Look for a new offer As a rep, your offer is everything You could have the highest skill level but it’ll mean nothing if you’re not able to capitalize on it… I hope this helps If you have any questions, let me know below.

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SDRs/ AEs: Prospects owe you nothing before an initial meeting. They're not responsible for you being upset when they no show/ghost. I started taking ownership for all of the outcomes in my life a few years back. It takes what it takes -- and it's up to me and on me. Not where I want to be? I can change it. Not happy with my current state? No ones' fault but mine. Way better to operate through the lens of "it's on me" vs "why me :(" Focusing on what I can control and letting go of what I can't has helped decrease no-shows. End of the day, the prospect owes me nothing. But, I can make it a no brainer for them to join by focusing on what I can control. World keeps spinning if they don't show up - it's going to be ok. Indifference wins. P.S-- this is the exact scenario that makes practicing mindfulness, working on your inner game and building a great life for yourself outside of work critical, especially in sales.

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