My #1 priority when joining LaunchDarkly was to improve pipeline generation. We were able to improve by 142% in just my first three months – and using the phone effectively was a big driver in our success.
This week, I’ll break down three simple tactics we used to improve our success rate.
I’ve also partnered with Nooks (the dialer we use) to provide an asset for you that goes deeper into this areas (including examples). You can snag this here.
Here are the three tips:
Tip One: “Bucket Your Buyers”
Most companies sell to a few different personas.
All companies sell to different levels of those personas.
If your list “scrambles” them altogether, you are putting yourself into constant context switching.
Instead, keep similar personas grouped together so you can get in the flow with value drivers, customer stories, and use cases.
Tip Two: Dig for Gold
We don’t make all calls with the intent to set a meeting. Sometimes, we are just looking for a “nugget” we can use to set a meeting with an above-the-line contact.
When we get “gold nuggets” like project names, executive KPIs, or even just current tooling challenges we use them to nail our calls to “decision makers” where we want to spend more time.
Tip Three: Problems, Not Product
Our messaging used to be all about us:
“We are a feature flagging platform that allows developers to separate deploy from release, toggle features on or off…”
Now, we lead with problems we solve:
“I’m reaching out because I noticed your team’s focus on AI-driven development to increase velocity.
A lot of engineering leaders we talk to are sharing the challenging trade-off between speed and risk: more code with less time for testing means more potential for things to go wrong at release.”
What’s more likely:
Your prospects are facing the problems you solve?
Or
Your prospects are actively shopping for what you do?
Message accordingly, and conversion will increase.
For more detail (and examples) grab the full guide here: Sales Introverts + Nooks Cold Calling Guide
