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welcome my name's mark hunter the sales hunter and I wrote the book high profit prospecting you know what a big challenges people have is how do you prospect big companies I've got with me today brandy Sadie zoom info she's new business manager so I think she probably has some insights about oh let's tackle the question how do you prospect a big company when you don't know who to call you don't know what to do what do you suggest thanks for having me mark yeah this is a tough one and sales people weren't rare breed right we're crazy we live for this it's like we want to break into those tough organizations and you know I I don't think there's a silver bullet but I think there's definitely a couple of things that you can do to help really penetrate those those organizations I think one is figuring out all of the people who need to be involved right all the stakeholders who does your products serve and who needs to be involved in the buying process and not just going after one or two people going after all over the people who who care about the product who are influenced by the product and also who need to be involved in the buying process so I think that's one is making sure you're talking to enough people and then two I think sometimes we need to be creative and think outside of the box you might have the perfect person on paper and you simply can't get ahold of that person right and it's figuring out who else can you go to in the organization to help you get it in and I can think of a perfect example that happened to someone on my team pretty recently we had a global demand gen person she was a perfect title we emailed her we didn't have her direct I'll phone number which is rare for us sent her LinkedIn messages couldn't get her finally we realized that the SDR team actually rolled up to her directly called an SDR the SDR made the intro we got her call with her and we closed the deal so sometimes you need to think outside of the box and and reach out to the people you can actually get a hold of you know you hit on something there in terms of really being prepared to have alternate strategy so it means you may have to do a little more research to find some other people but there is and I love your comment we love we love the hunt yeah we do we do it really really when you can crack that enterprise account that is so cool hey brandy Sadie new business manager zoom info my name's mark hunter the sales hunter ya wrote the book high profit prospecting but if you haven't checked out zoom info check it out it's well worth it great selling