The more I practice, the luckier I get. And you'll want to multiply your luck. Here's a dead-simple B2B growth pro tip: Get in touch with multiple individuals within any given organization. 3-5 people (easy math: You'll multiply your chances of doing business by 3-5x. ) Plus– there's no such thing as a single decision-maker. I have daily conversations with CEOs and founders. They may *call the shots* but rarely ever without input from their co-founders, VPs or other operators. The opposite is also true. Especially within a smaller business. You never know who holds outsized influence over the decision makers within an organization. Sometimes, it's not who you'd expect. ALL OF WHICH leads me to the screenshot in question. Our AI engine served up a top recommended prospect within a business I'd love to work with. But... surface level? it's the WRONG person. Totally off. Office managers and finance admin --> Not my audience. But wait. This is a small business with 11-50 employees. The individual in question has been in their role for 26 years. And that does, indeed, suggest some decent decision-making authority and influence. This is exactly who I should be chatting with (in addition to the usual suspects, of course). An entry-level sales rep probably won't consider this. (I know I didn't.) Bit of a Turing Test moment here. AI native vs legacy software. 🤖 1 👨💼 0 #b2b
Leaders Perception
10mo
Great insight on maximizing your contacts within an organization for B2B growth! 🌱
Helping Tax Professionals Streamline and Scale Cost Segregation | CEO / Founder/Head of Product, SegStream
10moI remember when I first asked your advice about this many years ago and it seems so strange to me now that I could have ever wondered which was the preferable strategy: trying to corral one or two specific peope in specific roles in a prospect org VS starting a conversation with many different people with a diversity of role types all at once within a prospect org. This many years later I can’t help but be grateful that I heard this and that I have been able to employ such a simple, yet effective piece of advice so many times over in my business.