How I Used AI to Book My Biggest Opportunity in 2023

A 5-Step Prospecting Process with ChatGPT

Read time: 2 min

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🎉 Really excited to announce the first sponsor of the newsletter 🎉

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Today's issue is brought to you by the SideDoor into SaaS Sales Guide by Anand Gopinathan.

Anand’s strategy changed my sales career and helped me get my current founding BDR role at Castor.

If you’re looking for a job in tech sales in 2023, I highly recommend using the SideDoor into SaaS Sales Guide to find your next SDR/AE role in less than 30 days and get noticed in your job search.

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Glad to be back after a week off.

I took a week off to get some rest, read two books, and reflect on the SDR Game strategy, considering what's coming next, what I need to improve, and what should be added or removed.

I also think about my first product during this time.

So, I'm really excited about that.

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Ever wondered how to land a $75k opportunity?

Two months ago, I did it.

Thanks to ChatGPT, I was able to book one of my target accounts, Gong, leading to my biggest booked opportunity.

Curious to find out how?

Let's dive in.

My 5-step process to book my biggest opportunity

Step 1: Research the account

Every strategy begins with understanding your target. Here's how I classify my accounts:

Size of the company and the data team.

Their data stack.

Industry.

This helps me to qualify my accounts based on technographic criteria.

Next, I dig deeper into specific information about the account such as hiring trends, growth prospects, public reports (like 10k or earning calls), and any content/interviews related to my buyer personas or from the exec team.

For Gong, I went to Spotify and search: “Gong data”

I found this interview:

Then, I found the transcript on the podcast website.

Step 2: Use the power of ChatGPT

AI is a great tool, but it's crucial to ask the right questions.

Rather than asking ChatGPT to simply "Summarize the transcript of this interview", I asked it to highlight what's relevant to my product.

I use ChatGPT4 (The paid version), and plugins to research links.

Here's the prompt I used:

Here’s ChatGPT reply:

Step 3: Craft the message

ChatGPT gave me all the info I need to use to create a sequence for Gong.

And could use this info to write 5 different messages.

Here’s how I structure my message:

• Mentioning the interview and key takeaways (relevant to my product).

• Highlighting the challenge.

• Explaining how we can help.

• Call to action.

And voila!

I had a message that scored 92 on Lavender and took just 12 seconds to read.

Step 4: Account-based Prospecting

I've stopped trying to personalize my messaging to one specific individual.

Instead, I've embraced account-based prospecting, focusing on what's relevant to the business as a whole.

This allows me to leverage pertinent information for their entire team.

For Gong, I reached out to six different prospects.

Here’s another example :

Step 5: Book the meeting

I struck gold just 2 hours after reaching out, booking my biggest opportunity yet.

Recap:

• Step 1: Research the account

• Step 2: Use the power of ChatGPT

• Step 3: Craft the message

• Step 4: Account-based Prospecting

• Step 5: Book the meeting

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I love this process.

Not only does it make me more efficient, but it also ensures my messages are always relevant as they're focused on the account.

Would love to get your feedback.

Now, it's your turn: how can you integrate ChatGPT into your prospecting process?

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That's all for this Sunday.

Quick Reminder: If you like my emails please do “add to address book” or reply.

See you next week.

Happy prospecting ✌️

Elric

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As soon as you're ready, I can help you in 3 different ways:

1. Promote your product or yourself to 3’000+ subscribers by sponsoring this newsletter. If you are interested, reply to this email, or send me an email at bonjour@elriclegloire.com

2. Check the previous SDR Game newsletter I sent, here's the link.

3. Check my podcast, where I interview top-performing SDRs and share prospecting tips that work best today, you can watch the episodes on YouTube, and Spotify.