Founding AE at Data Analytics start-up seeking advice for outbound prospecting into Medical Manufacturers and other distributor based verticals. Need some Pipeline going now to be able to close some revenue next year, any advice for cadence, channels, scripts, etc... is welcome! Context: -Less than 3M ARR atm -Solo team no inbound leads yet but we're working on it -Focusing on relaunching website and getting some inbound going starting next year with ad spend -ACV 40-100k not Saas, buy and own solution custom built for each client -Have had success integrating into enterprise companies due to Founder reputation but wants to focus right now on Mid Market less than $1 B revenue for outbound -Currently have 2 ENT $4 B revenue clients keeping lights afloat for now. Have done work for 30 more in p Product/Service -Data Ops/Platform Ops via teams we manage and integrate into companies - Custom Built Integration of Data streams via Azure, AWS, Databricks etc and Power BI or other solution
Don't want to be too negative... but until there's a repeatable sales motion, the founder will probably still need to drive the sales process. Doesn't mean that you can't be involved and help to scale it. But it sounds like the company has gotten to where they are from custom work and founder rep/relationships.. and now s/he is expecting you to build a repeatable sales motion from scratch... Is that about right? If so, that's very difficult to do.
He's fully willing to be part of the process, we have meetings daily and we're working on him doing webinars and other motions to start to scale. Assuming full support of our founder, how would you go about this?
Do you have any current customers who are like the ones that you're targeting? If so I would base your pitch around those. "We help Y [big company that you've heard of] do X [problem that you have]"