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
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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.
#VCBuzz
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So you will typically find that they will stop short of harassment/stalking ... possibly waiting a Month, or 3 Months etc. (depending on the nature of what is being offered etc.). It's also an arena that tends to make heavy usage of CRM practices/data pooling.
#VCBuzz -
So if a prospect says "cheers, but no - we've got enough to last us 6 months" you'll see someone schedule a call for 3-4 months, and try to get in a pre-order :D
#VCBuzz
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