Sales Outreach
topic on 3 shows · 4 statements across 4 episodes
BigDeal 
the Official SaaStr Podcast 
A Product Market Fit Show
4 statements about Sales Outreach, every show
Sapp: Pitch Value Before Building Rapport to Avoid Looking Disingenuous
“So you always have to flip the difference between rapport and then the sell, because that's what everybody does. It doesn't work. It makes you more of a salesperson. Two, selling them, providing value, and then building rapport after.”
Rangan: Segmented personalization no longer works; outreach must be truly personal
“It better be personal, not personalized. We've been talking about personalization for a very long time, which is You segment your customers. You take your customers, and you personalize your data, and send it to everybody in that segment. That doesn't cut it a…”
Greenberg: Frame warm intro requests around expertise rather than product pitches
“And for one, just no one wants to make an intro and be like, hey, can I introduce you to this guy so they can pitch you on their product? That just feels icky and you're going to get a much lower response rate of someone saying, yes, I'm willing to introduce y…”
Porter argues sales personalization should focus on job objectives, not shared trivia.
“And you see a lot of junk of like, you know, we shared the same high school, or I like this football team, and that stuff's like personalization, but it's not relevant to them achieving the objectives of their job. So what we like to do is coach our customers …”