Personalize Your Outreach: Key Tips Inside

I’m running off about 5 hours of sleep because my youngest was barfing from yesterday at 7pm to 3am - so yeah, fun times!

Let’s get into it before I head to some 9U baseball games…

Have had a ton of great conversations with Microsoft. They are nervous about their jobs and off to a slow start this year because of the reorganization. Sellers that used to be responsible for 1 solution area are now responsible for 2-3. They are building and selling the tech that may eventually take their jobs and I understand they are being micromanaged pretty heavily right now.

To me this presents a HUGE opportunity for partners to lean in.

What’s Working:

1/ I’m putting together these one page business cases which have been resonating heavily. It’s starting to become the bridge between Echelix and new account introductions.

Reply to this email if you’re interested in what those look like and how you could apply them to your cosell motions.

2/ LinkedIn, especially SalesNav, is a goldmine. They’ve rolled out some new features that make prospecting so much easier.

I’m not a cold caller or a mass email sender.

Account lists, lead lists, intelligent product/service matching to client problems…I think I spend more time there than any other work app.

The game changer is using LI/Sales Nav to do deep research on your prospect.

You can see what they post, comment on and like.

3/ Use good ol fashioned Google to see what their personal hobbies are, any interviews they’ve done, etc.

You don’t want to be creepy but you do need to show them you know them prior to asking for a meeting or pitching anything.

I spent an hour listening to a podcast from a CRO so I could lead with things I liked about her interview when I reached out to her - my DM definitely got a response and I have a meeting with her in 2 weeks to discuss how I can help her with my personal Microsoft business.

I’ve signed 1 client in a rev share model in the solo business and about to book my 2nd client in a retainer model with a percentage rev share upside.

Looking forward to this week and if I can be of assistance to help you generate pipeline with Microsoft, I’m a reply away.

Matt Barron