Innovative programs to drive Net New Prospect Meetings (NNPMs)

by Michael Phelan January 26th, 2020

Result of the key finding on programmatic ways to drive NNPMs from the Enterprise Sales Forum at Rapid7

1. “Moderated Prospect Meetings” Peer-centric buyer best practices

2. “Benchmarking & Indexing” Rank & rate buyers on their capability to solve high-priority problems

3. Prospect Performance Audit

4. Maturity Levels: Rate prospects by plateaus, performance, sophistication, evolution, or competence.

5. Three-dimensional mail: Sending personal, interactive, or physical items to intrigue, engage, or humor prospects.

6. Exclusive industry Research: Offer in return for a meeting

7. “Calls-for-a-Cause”, “Meet-to-Give” "Vet Day Donation" Offer prospects a donation to their charity of choice

8. Hard-to-access analysts, authors & experts: Provide prospects with desirable access.

9. Leverage customers: Existing customers are more credible to buyers than sales, use them to tell your story

10. Leverage customer success or sales engineering: Prospects want to talk to folks who have implemented solutions

11. Founders or CEOs: Prospects value higher-level engagements

12. CFOs, CIOs, CTOs & BOD: Engage your full team to drive meetings

13. Employee Alumni Program: Engage former employees

14. Customer Alumni Program: Engage former customers

15. Launch a Hackathon: Engage the community in co-development with local realistic use cases.

16. Time Shifting: Commuter meetings

There are another 15-plus programs to consider in your 2023 plans, message for the full best practices report

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