How to reach decision-makers in today's hybrid work environment
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- GTM Leader | CRO at Moogsoft
- Technology has made prospecting problematic because it's everywhere.
- You need to personalize your outreach.
- Prospects expect value on the front end.
- He tells his SDR team, who is doing prospecting, to let their peers know how they are solving problems.
- You can go beyond verticals to find common ground, i.e., geography, tech stack, etc.
- Sells to Fortune 2000 companies.
- Multi-channel is how you reach ideal prospects today
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- He doesn't
- It's an exponential improvement as you layer your touches and outreach, so keep doing everything.
- It's hard to get both causation and correlation lined up perfectly.
- Buyers have spread out.
- There is less personal relationship development time now.
- Buyers are more business-oriented and focused more on goals and tasks.
- LinkedIn Navigator is a must-have tool.
- More scrutiny from buyers today.
During COVID it was 30% more work for 80% of the results."
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