How to sell to Heads of Sales at Proptech companies
Heads of Sales in Proptech are primarily measured by sales growth percentage. They respond to outreach that demonstrates a clear understanding of their market's competitive landscape and how to streamline their sales processes. Highlighting a specific challenge, such as increasing lead conversion rates, can capture their attention effectively.
Written and maintained by the SoloRiff team, who build outbound software and run outbound with it. The figures below are our own: we measured 518 proptech company domains over public DNS on 2026-09-03. Last updated 2026-09-03.
What actually hurts
- lead conversion delays
- ineffective sales tools
- high customer churn
- inadequate market insights
The playbook
- 01
Identify recent funding rounds
Filter your lead list for Proptech companies that have recently closed funding rounds. These companies typically have new resources to invest in sales strategies. Use sources like Crunchbase or PitchBook to find this information quickly.
- 02
Pinpoint growth challenges
Research the specific growth challenges faced by your identified leads. Look for articles, press releases, or social media posts discussing their struggles with scaling sales or entering new markets. Tailor your messaging to address these identified pain points directly.
- 03
Highlight tech adoption issues
Craft your outreach to discuss how technology adoption can streamline their sales process. Mention common issues such as inefficient CRM systems or inadequate lead tracking. This shows you understand their operational hurdles and can offer potential solutions.
- 04
Anticipate objections about ROI
Prepare for pushback regarding ROI on new sales initiatives. Be ready to discuss how your insights or solutions have helped similar companies in the Proptech space achieve measurable improvements. This will help build trust and credibility.
- 05
Suggest a specific follow-up timeframe
In your outreach, propose a follow-up within 7-10 days after your initial contact. This timeframe allows them to consider your message while still being relevant. It shows you respect their time yet are eager to discuss potential collaboration.
Can proptech companies even receive your mail?
We measured the DNS of 518 proptech companies, sampled evenly across company sizes, to see how many authenticate their own email. It matters in both directions: a domain that does not authenticate is a domain whose team is used to mail going missing — and if your own domain is in the gap, yours is the mail going missing.
Publishes a DMARC policy of quarantine or reject — the domain actually asks receivers to act on failures.
The gap is the finding: 27% of 1–10-person companies against 55.6% of the largest — 29 points apart. Small companies are where the unauthenticated domains are, and small companies are who most cold outreach is aimed at.
Where does your domain sit?
Same three lookups, run live against your domain. Nothing is stored and nothing is emailed to you.
How this was measured
Company domains were sampled within employee-count bands, then queried over public DNS for SPF (TXT at the apex), DMARC (TXT at _dmarc.) and MX. One domain per company, deduplicated. Anyone can reproduce any single row of this with dig.
DKIM is deliberately absent. A DKIM key lives under a selector that cannot be enumerated from outside the domain, so a company with flawless DKIM under a name we did not guess would be counted as having none. That would measure our guess list, not the industry.
Domains with no MX record are excluded rather than counted as failures — parked and redirect-only domains would otherwise drag every figure down and make the result an artefact of the sample.
Sampled within bands, so this describes the population of companies, not of employees: a 10-person company counts once, as does a 10,000-person one. Each band is at least 60 domains; bands below that are not published. Figures are percentages of the sample, not of the whole industry, and we publish no company names — only counts.
Measured 2026-09-03. Re-measured monthly.
The full census across every industry — sortable, with sample sizes, free to reuse under CC BY 4.0.
Subject lines that fit
- Boost your lead conversion
- Streamline your sales process
- Overcome sales growth challenges
Questions
- Why do Heads of Sales in Proptech ignore outreach about sales tools?
- They often receive numerous pitches and may perceive them as generic. If the outreach doesn’t specifically address their unique challenges, such as high customer churn or inefficient lead tracking, they are likely to overlook it.
- What are common sales challenges for Heads of Sales in Proptech?
- Common challenges include managing rapid growth while maintaining service quality, integrating new technologies into existing processes, and ensuring their sales teams are adequately trained and motivated to adapt to market changes.
- How can I effectively engage a Head of Sales in Proptech?
- Engagement is most effective when it focuses on their specific pain points, such as lead conversion rates or technology adoption. Providing insights or data that reflect their market conditions can create a meaningful connection.
- What factors influence a Head of Sales' decision-making?
- Factors include their current sales metrics, market competition, the effectiveness of existing tools, and the potential ROI of new initiatives. They prioritize solutions that can demonstrate clear value in these areas.
Or have it run itself
SoloRiff does every step above on its own — finds the companies, finds the people, writes each of them individually, and handles the replies. Drop your URL and watch it work before you sign up for anything.
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