From b32bfc29883c9aee12d280f538f4f0d7c2854de7 Mon Sep 17 00:00:00 2001 From: Alex Mitchell <105945793+alexmitchelliii@users.noreply.github.com> Date: Wed, 26 Oct 2022 13:47:34 -0500 Subject: [PATCH] Update README.md (#8458) --- handbook/customers/README.md | 4 +++- 1 file changed, 3 insertions(+), 1 deletion(-) diff --git a/handbook/customers/README.md b/handbook/customers/README.md index 30668f79d7..7473a512f3 100644 --- a/handbook/customers/README.md +++ b/handbook/customers/README.md @@ -207,7 +207,7 @@ To track the stage of the sales cycle that a lead is at, we use the following st | Closed do not contact | Lead does not meet BANT criteria for conversion, and we should not reach out to them again. | | SAO Converted | Lead has met BANT criteria and successfully converted to an opportunity. | -At times, our sales team will reach out to prospective customers before they come to Fleet for information. Our cold approach is inspired by Daniel Grzelak’s (Founder, investor, advisor, hacker, CISO) [LinkedIn post](https://www.linkedin.com/posts/danielgrzelak_if-you-are-going-to-do-a-cold-approach-be-activity-6940518616459022336-iYE7). The following are the keys to an engaging cold approach. Since cold approaches like these can be easily ignored as mass emails, it’s important to personalize each one. +At times, our sales team will reach out to prospective customers before they come to Fleet for information. Our cold approach is inspired by Daniel Grzelak’s (Founder, investor, advisor, hacker, CISO) [LinkedIn post](https://www.linkedin.com/posts/danielgrzelak_if-you-are-going-to-do-a-cold-approach-be-activity-6940518616459022336-iYE7). The following are the keys to an engaging cold approach. Since cold approaches like these can be easily ignored as mass emails, it’s important to personalize each one. - Research each prospect. - Praise what’s great about their company. @@ -218,6 +218,8 @@ At times, our sales team will reach out to prospective customers before they com - Be personable. - Ask for the meeting with a proposed time. +Here is another [LinkedIn post](https://www.linkedin.com/posts/davidtropic_i-got-the-best-cold-email-ive-ever-gotten-activity-6991066918363267072-yeXN) with an example of a great personalized cold outreach. + Importantly, when we interact with CISOs or, for that matter, any member of a prospective customer organization, we adhere to the principles in this [LinkedIn post](https://www.linkedin.com/pulse/selling-ciso-james-turner). Specifically: - Be curteous