3 go-to strategies when your prospect isn’t actively shopping.

 

1. The Comparison Bomb

Still missing key incident alerts. Want a side-by-side breakdown?”

Create a little FOMO. You're not saying they're doing something wrong, you're hinting that others are doing it better.

This works especially well with execs. Because what do execs care about more than anything?

What their peers are doing that’s new, cutting-edge, and just might make them look behind.

You can’t get on their priority list if they aren’t in the right awareness stage. But you can make them think they’re missing something that already is.

2. The Invisible Cost Angle

“CPA engineers spend 5–10 hours a week untangling codes and chasing down undocumented benefits, but that time never shows up on any report. It just quietly kills sprint velocity.”

The best problems to highlight in outbound aren’t always the loud, obvious ones — they’re the silent ones your prospect has learned to live with.

3. The “Why Now?” Trigger

“Google’s phasing out third-party cookies, and marketing teams without a first-party data strategy are already seeing weaker retargeting performance. The gap’s only going to widen this quarter. Want to see how others are adapting?”

This works because it:

References a clear, time-sensitive shift Creates urgency Positions the solution as part of what top performers are already doing

Thanks for reading!