Startup sales enthusiasts are hell-bent on trying to connect with a Fortune 500 CXO to sell.
Here is some advice from the LeadStrategus’s get meeting manual:
1. You don’t need to chase the biggest!
Find accounts that are buying your category. Using LinkedIn Insights & a bit of analytics pixie dust you can find them. If nothing else, go after companies hiring in functions that need your solution.
2. Why go after the bull when you have got the bull’s eye?
Find the right fit buyer personas for your category. Don’t go after the most senior guy. They are inundated. Go after less senior folks or those who are most active on social media. If all else fails, go after power users.