The Tier 1 contacts. What I do is it’s called I call it that five by five method where you spend no more than five minutes researching a prospect and no more than five minutes drafting an email or drafting a series of emails that are personalized and the way I do that is I leverage LinkedIn and whether what they say on LinkedIn Twitter social media things like that I just kind of figuring out OK what is this. What does this person care about. Like to be have something that they can connect with. Can I reference in my first in my first sentence hey I noticed you’re a Chicago Bears fan. So am I like what do you think of the draft coming up. Who do you think they’re going to pick. And then it goes into I was doing some research. I noticed you lead a team of you know 50 SDRs. Have you thought about the data that they’re using you know in their day to day. And it’s kind of position that you know you’re just starting out in a personal sense and then it’s the next part it’s like OK let’s get down to the reason why I’m reaching out to you. And so the five five and I hold myself very accountable to that because I know that somebody can spend hours and hours researching something you know people to go after they can go down the rabbit hole and and then spend another hour trying to write the perfectly well crafted e-mail and get inside their own heads and so I actually have set the timer on my phone and make sure that I only spend five minutes on each step.
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