LEVERAGE PREVIOUS USERS OR CUSTOMERS

Josh keeps it going:


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Sometimes half the battle is keeping the conversation going:


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… and going. Heather’s reply was not quite what our rep was hoping to hear … but any reply is promising:


any reply is promising

Heather didn’t reply, so the next day, he tried again.


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Still no response from Heather. That’s OK. Sometimes you have to be persistent.


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After 3 attempts to engage Heather, our sales rep turned his attention back to Matt.

Our SDR had recently read a quote from the company’s CEO about expanding their global footprint, so he knew mentioning it would get the prospect’s attention.


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At last!

Matt CC’d our SDR Josh on a one-word email forwarded to his colleague, Natasha … and thatwas all our SDR needed:


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He did a few minutes’ research and learned that Natasha had worked with DiscoverOrg at her last job and was familiar with our value prop. Even better, she knew one of our Customer Success Managers.


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From here, we were able to get in front of the right people again and opened a legitimate opportunity.

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