Outbound Prospecting Fundamentals with Roy Chung, CSO of ZenProspect

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At Galvanize, we’re putting a whole new spin on Study Hall with monthly, members-only sessions. At every Study Hall, industry all-stars present on one of three topics –– growth, funding, or product –– and collaborate with Galvanizers to spur innovation, solve problems, and harness the power of our dynamic startup community.

The Galvanize San Francisco campus had the honor of hosting a Growth Study Hall with Roy Chung, CSO of ZenProspect, a SaaS platform for outbound prospecting and 2016 Y Combinator graduate.

The Study Hall session was highly engaging and organic, focused on solving specific problems that members in attendance were currently facing. A few key highlights from the conversation:

Crafting Your Language

First things first. When selling, it’s not about you. Roy walked the teams through the need to craft your selling language by:

  • Not focusing the conversation around you or your product
  • Asking good questions to discover your prospect’s pain points
  • Affirming those pain points
  • Recommending a solution to those pain points based on the value your product can provide

At Galvanize we call this Needs Based Selling. It also goes by the terms Solution Selling and Consultative Sales. The end goal is the same regardless – ask good questions, listen to the prospect, and recommend a solution if your company is in fact a good fit for the prospect.

Repeatability

A member brought up their struggle with finding repeatable business profiles – AKA identifying a process for targeting customers that are most likely to bring you repeat business. Roy talked the group through the process of “firing customers” that they had to go through early on at ZenProspect, by referring these customers to platforms that may be a better fit. This allowed them to free up resources – mostly human capital and time – to focus on their customers and prospects with the longest lifetime value.

Cold Emailing

Cold emailing is a part of most sales teams’ processes, and there is an art to doing it well. A few key recommendations from the Study Hall conversation included:

  • Setting up a seven step email sequence
  • Updating the subject line after the first three emails
  • Including Case Studies in your emails
  • Putting a Call to Action in each email, such as scheduling a demo or hopping on a quick discovery call
  • Dropping the lead if they haven’t responded after two to three weeks
  • Using new features as an opportunity to re-engage

These highlights scratch the surface of the incredible content and dialogue of this Growth Study Hall with Roy Chung. Members walked away with new insights, multiple strategies to test, and clarity around the process of outbound prospecting.

From early-stage entrepreneurs to established founders, Galvanize Members at every stage of their careers will benefit from the insights shared at our Study Halls.

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