Diversity in where pipeline comes from matters as much as pipeline itself. If you’re all paid ads and inbound leads, what happens when ads have a bad month? No deals? It’s the same concept as diversifying your investments. Our team at Braze works on many sources of pipeline. The constraints of our new way of living are pushing us to be creative in outbound sales.
There are companies who have chosen to pause outbound outreach. They likely feel that prospecting right now may feel inauthentic. We’re proving there’s still a way to reach out and serve our company and our customer needs. We're doing so in a way that’s appreciated and valued, and Reachdesk is a part of that.
Businesses now have more problems than before. As a salesperson, you have your unique and valuable perspective on the market. If educating a prospect on a potential outcome solves that problem, you get a new customer. Being proactive with these solutions is in high demand right now.
Someday soon the state of our world will start to trend back to something that feels like “normal.” Those who persist right now and continue to hone their craft are the ones who will succeed first on the other side.
Of course batch and blast is the wrong idea here. If we’re going to provide solutions to our prospects, we’re going to have to do our research on them. The right research leads to thoughtful (and high performing) outreach that focuses on them.
At Braze, we’ve been experimenting with almost every facet of our outreach and messaging. One new addition to our sales stack is Reachdesk. With some clever usage, we’re driving new opportunities and reigniting stalled ones. When we’re not booking meetings, we’re appreciated for our ideas. This creates potential new customers down the line.
Direct Mail has always been a high performing channel for us. And we’re always trying new ideas. The closure of offices means that we can no longer get a package in front of a CEO ourselves. With Reachdesk, we can deliver digitally or let customers choose the delivery address, or use their address confirmation feature for verification. We’ve been able to run some high-performing campaigns with it:
We’re in the fortunate position of secure employment. Continuing to innovate where we can is our appreciation of that. Constraints force us to be creative. Reachdesk is removing an impediment to a high performing, but slow moving channel.
The outreach we’re doing now, even if it’s not leading to sales right now, has a ripple effect. If now is not the right time, we’re still on an individual’s radar and visible to their company. We’ll provide a reason for them to remember us even in their next career move.
We’re going to keep building on these wins. My team is working on positioning our customers as the heroes in this time. We're guides for them on their way to their victory. Constantly, we work on new ideas to improve the sales experience, and Reachdesk is a part of that. Even after work, I'm using the coding I’ve learned to improve my conversations with CTOs. I'm creating tools for BDR career mentorship and sales job boards for those out of work.
“The day we stop losing sleep over the success of our business and start losing sleep over the success of our customers is the day our business will start growing again.” Donald Miller’s StoryBrand has been influential on our sales methodology. If you can stay creative and focused on the outcomes of your prospects, success will come.