Give a shit

Is it delightful in the trenches pre Halloween ladies and gentleman?

Thinking of trying some trick or treat emails tomorrow

what a treat

Anyways - last week I had 3 heater NURTURE meetings with ATLs I’ve been chatting with every few weeks for 4-5 months now

There was something I noticed when looking back at our calls and emails

Most people don’t nurture at all, and if they do - it’s because they randomly remember that they spoke with some prospect and decided that the timing was better… but didn’t lay the ground work

Here’s what it sounds like to the prospect

“Hey Will, thought of you when I was taking a dump and really want to sell to you before quarter end”

OR

“Hey Will, was picking my nose on all hands and realized I needed another meeting this week to hit quota, and really want you to be that extra point in my commission workbook”

Not great

There’s another group of people who just throw folks into a “marketing sequence” and pray

Dumb.

YOU know your accounts

YOU had the conversations

YOU build the relationship

YOU know what interests them, what their problems are

It’s flipping easy to be lazy and not nurture folks, but it’s easier to count the commission dollars when you realize that well executed nurture touch got you in the door before your lazy competitors (don’t even get me started here) and now your win rate just skyrocketed

Back to those meetings I booked - I’m having conversations with folks about what’s working for them, what isn’t working, talking about tools + strategy (not even about my company sometimes) but they damn well know what company I’m calling from

Literally a CRO I’ve spoken with too many times to count, not a huge company (a bit over 2k employees) has gotten to the point where we are on a text basis. Last time I called him he says “Will I missed you, I had a feeling that was you”

Made my darn day right there

My wife doesn’t even miss me sometimes

Especially when I walk around saying cold call openers with a british accent like “I’m gonna be VeRy honest here… this is a cold callllll”

Shoutout Jack Frimston

Post of the week: Go watch it and you will understand (great meme)

Would love to know and include in next week’s post, or I’ll add a bonus post later this week

Respond to this with a Nurture Story, example, or playbook

Anything that’s worked for you in terms of nurture - You (or I) can blur any company specific info

Goal here is to crowdsource hot tips

See y’all in the trenches

Will