By: Ryan O’Hara

Last week was a pretty busy week for me. I traveled out to visit many sales teams in the Bay Area to talk about prospecting, and stopped in at Saastr.

While there, I kept talking with folks about their favorite prospecting stories, and before long, I had a cool blog post idea. What if I could put together an inspirational post where some of our friends shared their favorite personal prospecting stories of all time? Sometimes it just helps a ton to hear what others are doing to inspire you to take the leap and be different.

A few emails later, two LinkedIn posts, plus a few in person conversations, and today I’m proud to present to you our first round of 5 Great Sales Prospecting Examples That Actually Worked.

Example #1: Jason Dhami’s Boss Uses Cheese

 

“One time, my boss had a referral into an account, but the prospect wouldn’t respond no matter how many times he called/emailed. Then, he did a bit of research and found out they were a fan of cheese. So…he sent them a book on cheese with a note that said something along the lines of ‘I know this might be a little cheesy, but I hope you enjoy this and that we can find some time to connect.’  Finally got a good response back and was able to break through.”

Jason Dhami, Business Development Rep at Dooly

Example #2: Mikey Pawell sends Matt Reuter a gift thanks to his ninja like focus. 

Mikey has amazing attention to detail.

  “A few weeks ago, I posted a picture of my new office. In that picture, there is a small white board in the back with a tiny sticker from Death Wish Coffee. Last week, I got a call from the receptionist explaining that I had a package at the front desk. I opened the package and found a bag of Death Wish Coffee in it with a note congratulating me on my recent promotion. Once I made it back to my office, Mikey Pawell shot me an email explaining how he found that sticker in the picture I posted to LinkedIn and asked me to set up a call to discuss our caffeine addictions and his company. Obviously, I took a call out of respect for his efforts. Well done!”

Matt Reuter, Manager of Sales Development at Masergy

 

 

 

 

Example #3: Cameron Sigurdson’s Colleague Sends In A Shoe

 

“Now that I have my foot in the door can we meet?”

 

“Best I’ve ever seen was a colleague who sent a shoe in the mail and referenced “Now that I have my foot in the door can we meet?”

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Example #4: Josh Marsh at G2 Crowd sends a signed jersey.

 

“Josh Marsh saw a very elusive prospect went to college at a popular NCAA basketball school. He mailed the prospect a signed jersey and secured the meeting. Clutch.”

Ryan Abramson, Enterprise Sales Director at G2 Crowd

 

Example #5: Gabe Mark‘s Bacon Wrapped Research

 

Mr. Buckley’s response.

“Earlier this month I sent a prospecting email to the king of charisma, James Buckley He had been sharing a lot of content recently across all social feeds like Twitter, LinkedIn, Facebook, and probably even MySpace – so I knew I had to match his tone and reference one of his recent posts to get his attention. Of all the content he shared, I decided to reference a picture he posted of a bacon-wrapped turkey that he made for Thanksgiving. I told him if he needed an extra person for Easter dinner this year, that I was his guy. The personal video I made for him in the email also helped get his attention, and he booked a meeting with me to discuss our product. I can share the email thread with you if you’d like!”

 Gabe Mark, Business Development at Vidyard

 

 

 

 

 

 

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Ryan O'Hara

Ryan O'Hara has been an early employee at several startups helping them with marketing and prospecting tactics, including Dyn who was acquired by Oracle for $600+ million in 2016. He's had prospecting campaigns featured in Fortune, Mashable, and TheNextWeb. Ryan specializes in branding, business development, prospecting, and coaching people on how to make good digital first impressions. He also mentors two accelerators, The Iron Yard and The Alpha Loft, and hosts The Prospecting Podcast.