Sales Colleague Intros

Introduction 

Your objective with this play is to enlist the help of a Sales Colleague to introduce you to an executive at the target company or potentially the target buyer. To get to a meeting, and ultimately a sales cycle, you need to think about the motivations of each person in the chain, and make it easy to say yes.

Sequence of Events

Option a) Ask a sales colleague for account intelligence 

With this approach, you are holding off drafting the intro email until you’ve spoken to the introducer and gotten confirmation it makes sense.

From: Corey Stone [Requestor - me]
To: Anna Perlitz [Sales Colleague]
Subject: Introduction to Andy Dunn, Bonobos CEO

Hey Anna, 

I’m using Connect The Dots and I see you know Andy Dunn. 

He recently moved from JCPenny (where they didn’t use us) to Bonobos. From their earnings call it was clear that investing in digital experiences is a top priority. 

  • Is there any insight on Andy you could provide? 
  • Would he be a good influencer or champion to reach out to? 
  • Would you be open to making an intro? 

Happy to jump on a quick call to talk it through if that’s easier. 

Thanks, Corey

Option b) Make the intro ask of a sales colleague

The alternative is to skip the step above (Option a) and jump straight to making an ask for an introduction. This is what the full sequence of events might look like.

From: Corey Stone [Requestor - Me]
To: Anna Perlitz [Sales Colleague]
Subject: Introduction to Andy Dunn, Bonobos CEO

Hey Anna, 

I see you know Andy Dunn. 

He recently moved from JCPenny (where they didn’t use us) to Bonobos. From their earnings call it was clear that investing in digital experiences is a top priority. 

Would you mind introducing me to Andy? I’ve drafted an email below that you can copy/paste to Andy.  Modify as you see fit.

Thanks, 

Corey 

---------Draft Email Below---------

From: Anna Perlitz  [Sales Collegue]
To: Andy Dunn [Target, CEO of Bonobos]
Cc: Corey Stone [Requestor - Me]
Subject: Tukatu

Hi Andy, Congrats on the new role! From your earnings call, it sounds like your team is investing heavily into digital experiences to fuel growth this year. 

We work with digital leaders like you at companies like x,y, and z. 

They were struggling with growing online revenue while controlling costs, maximizing their marketing spend, and knowing where to invest for the future.  In the x example, we were able to help them increase online revenues by x% y/y through our automatic optimization platform. 

We’d love to see if we could help drive similar results for Bonobos.  Could you introduce us to the person responsible for (driving conversions on your website) / (app development)?  With a 30 min call, we can determine if we can deliver the same results for you. Best, Anna

Best, Anna

Email #2 - Exec makes the handoff

From: Andy Dunn [Target - CEO of Bonobos]
To: Anna Perlitz [Sales Colleague], Kingsley Joseph [Decision Maker at Bonobos]
Cc: Corey Stone [Requestor - Me]
Subject: Re: Tukatu

Hi Anna, 

Great to hear from you. 

It seems like a quick call to hear what you’re doing with x,y, and z may make sense. 

Kingsley Joseph (cc’d) manages our website and app development. 

- Marty

Email #3 - You pick the handoff up 

From: Corey Stone [Requestor - me]
To: Kingsley Joseph [Decision Maker at Bonobos]
Cc: Anna Perlitz [Sales Colleague], Andy Dunn [Target - CEO of Bonbos]
Subject: Re: Tukatu

(moving Andy and Anna to bcc)

Hi Kingsley,

Very nice to meet you. It looks like you might know Doug Hayes?  We went to college at CU Boulder together.

Could we set up a 30 min call to share more about what we’re seeing across our customers, and how we’ve been able to help them drive conversions and exceed revenue targets?

Here is a link with real-time availability where you can pick a time that works for you: http://calend.ly/optimizely-call

In advance of our call, attached is a short deck providing a company overview.

Best, Corey

Email #4 - Close the loop and thank your sales colleague

From: Corey Stone [Requestor - me]
To: Anna Perlitz [Sales Colleague]
Subject: Re: Introduction to Andy Dunn, CEO of Bonobos

Anna I wanted to thank you again for your help with this introduction. 

We had a great kickoff call today and it sounds like we may be able to solve a pressing need for them. 

I owe you one! Let me know if I can ever return the favor! 

Best, Corey

Product Tour

  • Company Page - What insights can I uncover from checking Connect The Dots? What is the best way in?
  • Person Page - How do I know this person? What are some personalization points for my outreach?
  • Chrome Extension - How does this work in context of my LinkedIn workflows? 
  • Search - What are the most valuable searches to run on Connect The Dots?
  • List Views - What are some of the default views and how would I use them?

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