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Award or recognition

  • Go-to-market motion

    Sales-led
    Dark-funnel

  • Signal source

    SocialNews + eventsWebsite

  • Signal strength

    Low Intent

Why it matters

When a target account gets a pat on the back (think things like G2 awards or flattering news profiles), it gives you a reason to get in touch.

Time to say congrats and keep your company top of mind with a relevant message.

What to do

Don’t just offer up hollow praise and immediately launch into a sales pitch.

Zero in on likely economic buyers and calibrate your messaging to align with the award or recognition. Accolades and news coverage can tell you a lot about an organization’s business priorities.

Questions to inform outreach
  • What department is the person part of?
  • Is the person’s organization a good fit for your product?
  • Who are the other stakeholders at the person’s organization?
  • Has anyone from the organization engaged with your website or product?
  • Has the organization shared any information about challenges or goals?
  • What information can you share to show the value of your product?

How to do it

Here’s an outbound template to help you get the creative juices flowing:

Outbound template for award or recognition

Hi [first name] 👋

Congrats on the [award or recognition]!

It sounds like [company name] is laser-focused on [inferred use case].

I work a lot with [names of current customers in the same industry] to help them [benefit that product unlocks related to inferred use case]:

[drop in quote or customer story]

I’d be happy to walk you through how we can help [company name] [ROI statistic].

Let me know your thoughts.

[Your name]

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