Best practices to prospecting in the blockchain industry

In my previous piece I touch on one of the core reasons for businesses wanting to build their own tech in the blockchain industry, and in this series I’ll cover the many ways to overcome build vs. buy and the many other challenges you’ll face as a salesperson in blockchain services. 

The first, and arguably most important, is how to get in the door with a business who is reluctant to speak to you because their existing plans are to build everything themselves. 

The first step to getting in the door is finding the right points of contact. In Web3 you’ll find that most lower level employees will struggle to push the conversation forward. Selling up the chain isn’t as effective as it might be in any other industry. You can’t blame them, the environment is fast-paced, teams are smaller, and they’re busy. 

There are really only a handful of people that will make the decision in a blockchain business. Those are typically C-level (sometimes VP) and because we’re all effectively startups, getting in touch with them isn’t that hard either. Being startups, these team members typically wear many hats, so of course find the most relevant one but don’t be afraid to reach out to the COO about your marketing optimization software if you need to. Your surface area is already small, maximize it. 

Some of my easiest sales came from being in contact with the CEO. They then fed me to the right stakeholders where I gathered feedback, and later came back to the CEO with a more structured proposal. Next, I’ll touch on how to best get in contact with these high level contacts in an organization. 

Follow along here and on X if you’re interested in learning more about navigating sales in our increasingly digital world.