Q4 How do you reach out to those identified decision makers? How many touchpoints does it usually take and which outreach methods are the most effective? #vcbuzz
A4.
I don't think there's a single approach that works for everything.
Over time, people have gotten quite intolerant of cold-calls/unsolicited emails etc.
But, typically, the methods include:
1) Visits
2) Calls
3) Emails
4) Online Networks
5) Live events
#VCBuzz
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Things can get quite creative (even ballsy!). People can show up for "appointments" they never had. Return calls that never happened. Respond to emails mentioning referrals that are fake. etc. Others are direct - and literally pitch, leading with £/$, discounts etc.
#VCBuzz -
What does tend to stand out with ABM is the lower burn-rate. In many cases, those doing ABM aren't as willing to burn bridges/offend/stalk as typical out-bound/targeted sales. This is often due to reputational risk/damage, and the chance of later-closes.
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