This episode of Tech Sales Insights is the second part of our conversation with Matt Handler, President and COO of Coralogix. He shares their creative ways for lead generation which gets emails opened and creates relationships with prospects immediately over a cold call. Matt also talks about the tools they use that aid their lead generation and the value of authenticity in forging strong relationships.

HIGHLIGHTS

• Creative lead gen gets emails opened and relationship-building over cold calls
• Referrals and getting customers from champions who have left the company
• Give discounts but you must absolutely get a customer referral in return

QUOTES

Get your emails opened with creativity and research - Matt: "Knowing the business, connecting to something in the business value on their 10k or their press releases that resonates with your audience. Know your audience, know the company, do the research. It actually works and you get the opens."

Build a relationship from a cold call through authenticity - Matt: "Be authentic. So if you get someone on a cold call, and Randy you know we're out and you're barbecuing or you're with your family. My team, honestly, says ‘Listen. I know I caught you on a cold call. This is my job. I have something that I think is absolutely germane to you guys. Give me 30 seconds.’ And if you don't like it, one of two things. You can tell me to screw off and we would actually take you off our list. Or, you can say ‘Hey, this is interesting.’"

Find out more about Matt and check out Coralogix’s open positions in the links below:

• LinkedIn: https://www.linkedin.com/in/matthandler/
• Website: https://coralogix.com/

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