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Prospecting to Previous Users when They Start a New Role
Brian LaManna's favorite play to get to President's Club.
Playbook Overview
When should you run this playbook?
Simply copy, paste, and personalize this template to book more meetings with your previous customers, users, and even closed lost prospects.
Who to target?
Decision Makers & End-users
Playbook goal?
For prospecting or multi-threading an open opportunity to build additional champions.
Responsible teams?
Sales teams responsible for building pipeline, closing deals, or both!
Situation:
You are prospecting an account and see that a prospect might have used your technology at a previous company. You want to call this out in a positive way and show you did your research versus hitting them with a full pitch. Play it cool + casual.
Template:
Subject: your time at {last company}
Hi {{first_name}},
I saw that you recently joined {company name} coming from a {our company} customer,
{last company} - congrats on your new role as {title}!
Given that, you're no stranger to {our company} and I'll spare you the pitch.
As I'm sure you'll agree, {our company} could help: [benefit 1], [benefit 2], [benefit 3]
Worth a chat? No expectations beyond sharing a few ideas and seeing where it goes.
{Sender first name}
P.S. {fill in something personal from LI profile}
Get more insight from Brian LaManna
While these are great one off templates, you’ll want a full scale, start-to-finish system to cruising to your quota (and beyond). To get there, that all starts with pipeline generation.
Here is a link to my new, 51 page playbook: Systematizing Outbound. Inside, I detail the step-by-step system I've used to get to 5 President’s Clubs while self-sourcing 75-90% of my pipeline.
Check it out!
About the Author
Brian LaManna is a 5x President's Club AE at Gong that shares his prospecting tips to help other AEs and SDRs hit their number.
