How do you find the right people to contact within an account?

Kevin Moore, Chief Revenue Officer at Abnormal Security, gives his masterclass on how to get your first customers and how to sell enterprise software at a startup. He covers everything from how to find the right person to contact within an account to how to convince companies to work with startups. Kevin is the Chief Revenue Officer of Abnormal Security, where he leads worldwide revenue generating activities. He brings strategic and operational experience with over 20 years of success leading global, high-performance sales teams at companies including Vectra AI and Proofpoint.

Kevin Moore: Oftentimes, founders will, through their market research can identify who we think the ideal personas are, but again, through market research and through, through comparable comparative analysis, but the reality is that can start as being, in the C suite. And then they can often go deeper than that.

Kevin Moore: The good news is that, there are a lot of resources to help you get there. things like, LinkedIn navigator and fantastic there's their solutions like discover org. so if you could identify what we think, again, if you're identifying and narrowing down those top targets within any particular region or even within the company, and you have an idea of what a swath of some of the titles are, you can leverage LinkedIn or discover or to identify.

Exactly people are, and then you launch your campaign against there, there are a lot of tools that can help you get there, but it does start with, early in more of the market research who will be the economic buyers of your solution. 

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