When you get an inbound lead, reach out to the executive sponsor first. Their priorities drive what the team needs, so contacting them early gives you weeks of mindshare before the project team even knows they have a problem.
Years ago, our number one enterprise rep taught me that the first thing I should do when I got an inbound is to go outbound. And here's why. He taught me that. Executive priorities lead to department goals. Department goals lead to team projects, and then team projects are what lead to needing new tools. And when a team finds out they need a new tool, they go ask for demos from possible providers. So his lesson was the minute you got an inbound and you already know there's likely an executive priority, while the competition sat back and waited to talk to the project team when the call was scheduled for the inbound medium, he was working to immediately get intel and mind share with the executive team. So if I were to do this today, here's what I would do if I got an inbound, I would reach out to an executive that is likely involved or over the department that inbounded and I would say something like hey, I'm looking forward to meeting with insert name in insert department this week. When companies reach out to us, they are often working to solve for insert common problems that we solve. I'd hate to waste any of our time discussing solutions that don't map back to company priorities. Which of the above problems are top of mind for you? Anything you'd add? Worst case is they ignore you or they respond with please talk to so and so. They'll have the details. Best case is they validate their priority and you've opened up a line of communication with an executive weeks or even months before your competitor does. So with this play is an awful lot to gain, very little to lose, and it's a very non intrusive ask. And so you shouldn't really be offending anybody as long as you go about it in this way.
If you found this video helpful, let me know I'm going the right direction by leaving a like on this video. Then if there are any questions or topics you want to make sure I cover in a future video, leave me a comment. I read all comments and I love recommendations that will help me help you sell more. Finally, don't forget to subscribe. That way you won't miss any of my upcoming content that I'm creating to help you improve the way that you sell.
