Research the prospect’s customers and name drop them in your sales scripts (call / email / social touches).
For example, Marketo spotlights LiveIntent, Eventbrite, Kaiser, Glassdoor etc. These are the customers they are most proud of.
When you are prospecting Marketo, name drop these customers and their innovative marketing automation solutions and how you can help them become the leaders in the space.
When reaching out, reference a prospect’s client roster takes 2 seconds of research and goes a long way to spotlight the great work they deliver for their top customers.
This is a golden bow and arrow. Use it to hunt those whales in sales development.