Podcasts about account based sales

This podcast interview focuses on the entrepreneurial journey to use AI in a way that makes salespeople more human again. My guest is JB Daguené, Founder and CEO of Evergrowth. JB is tech-entrepreneur on a mission. He's had an impressive career in B2B SaaS Sales and has advised multiple tech companies for well over a decade.  He's addicted to endurance sports and has finished multiple marathons, ultra-running, ultra-cycling, and IRONMAN races. He also knows what it is to stand out from the crowd. His LinkedIn profile is testimony to that: He eats SaaS for breakfast, B2B Sales for lunch, and AI+Data for dinner. And he likes his food spicy! In that spirit, he founded Evergrowth in December 2015. It started as a consulting business and turned into a B2B SaaS business, pioneering the Future of Account-Based Sales. Their mission: To elevate the sales profession by empowering businesses with AI-driven strategies that are as human as they are smart. And this inspired me, and hence I invited JB to my podcast. We explore how the B2B sales process is deteriorating and what needs to be done to fix it. We explore the big lessons learned from turning a consulting into a SaaS business. JB shares how his first principles as a consultancy helped them create defensible differentiation - and use AI to further expand that. He also explains how he's positioning his business to attract the right deals - and why everything in his business is designed around one customer success template. Here's one of his quotes Salespeople never had a good reputation. And I think it didn't get better because of the noise that was created by all the tools-driven approaches. So they need to acknowledge this and understand that in order now to have meaningful conversations and create meaningful pipelines, they need to understand how to speak their customer's language better than their competitors and better than their customers themselves. I'm super biased on having that opinion, but that's really the only way to win in 2024. During this interview, you will learn four things: How JB managed to create defensible differentiation - and how he's using AI to grow it. How to avoid your SaaS business ends up in the graveyard of the market. How to turn engineering, marketing, sales, business operations, and customer success into an unbeatable engine for your business. How endurance training helps you become a high-performing leader that doesn't break down. For more information about the guest from this week: JB Daguené Website: Evergrowth Subscribe to the Daily SaaS Reflection Get my free, 1 min daily reflection on shaping a B2B SaaS business no one can ignore. Subscribe here Yes, it's actually daily. And yes, people actually stay subscribed (Just see what peer B2B SaaS CEOs say) My promise: It's short. To the point. Inspiring. And valuable. Learn more about your ad choices. Visit megaphone.fm/adchoices

The power behind account-based sales development lies in the personalization for your buyer personas. But too often sales reps find themselves further generalizing their target accounts, further away from their pipeline than ever before.To truly understand account-based sales development, you have to get out of your comfort zone, look at your approach from other sets of eyes, and adapt your strategy to your target acccounts.In this episode of the B2B Power Hour, Nicholas sits down with the undisputed expert in account-based sales development and CEO at Apex Revenue, Joey Gilkey to uncover the iceberg that is true, successful, ABSD.Listen in as we discuss:Why it's better to take a more focused, organized approach to account-based sales rather than trying to Frankenstein a framework together without very much good dataWhere sales reps who are implementing account-based sales development are going wrong in their process, and how to course correct their strategyHow to capture your potential clients with by tooling your messaging to be more consistent, vague and intrigue based rather than an outright one-and-done pitchHow working to understand the perspectives of different roles in your company can help you better understand your buyer and develop a stronger account-based strategyFollow Nicholas Thickett on LinkedIn: https://www.linkedin.com/in/nicholasthickett/Follow Joey Gilkey on LinkedIn: https://www.linkedin.com/in/joeygilkey/Join the 1Up Club to power up your prospecting. Get access to power plays, special briefings, and even DIY enablement docs that help you prospect better. Learn more at b2bpowerhour.com/join.

In this episode, Steve Goldhaber is joined by Jon Russo and he discusses his extensive experiences in B2B marketing. He then shares a case study about a SaaS company that pivoted to new areas after optimizing technologies and presenting data. They also talk about helping an organization become more strategic with an account-based sales approach, avoiding landmines in the process. Finally, they explore the potential future of B2B sales and marketing, with a focus on personalization and AI. They also touch on the impact of online purchasing and the trend toward tailored buying experiences. Jon Russo shares his unique path to his first marketing job after leaving the Army, as well as discusses how marketing today differs from 20 years ago.Key points from the episodeOptimizing technologies and presenting data can be a helpful way to pivot business strategyAvoid landmines when transitioning to an account-based sales approachPersonalization and AI are important elements of future B2B sales and marketingOnline purchasing is increasing, with more tailored buying experiencesMarketing today is different from 20 years ago, with more advanced technologies available for decisions and strategies.Connect with Jon Russo and Steve Goldhaber on LinkedIn.

In this episode with Jamies Shanks, you will learn how to build an effective social presence for high-performing sales professionals. Jamie is the Founder and CEO of Pipeline Signals, which aims to support companies in growing their sales pipeline at scale through Relationship Signals and Signal Intelligence Our world today is rich with information, and the customer knows everything about your products and services, so you must be different about how you convey knowledge. 1) Give the potential knowledge that they don't already have Professional salespeople have lost their knowledge of how to engage properly on digital platforms. To engage properly on digital platforms, you must share value, follow the law of reciprocity, share ideas, and give value forward. 2) Social selling is now called sales it's part of the tools you have to use to engage with clients, it's what we do. Except it Utilize technology to ensure you hold yourself accountable for your actions and follow up on all leads - technology can tell you more about a client than ever before, and AI helps you use this information to streamline the entire process and be more effective. Jamies Books are available on amazon Social Selling Mastery: Scaling Up Your Sales and Marketing Machine for the Digital Buyer SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional www.pipelinesignals.com You can find out more about this here. I'm, Jason Cooper, My mission is to impact thousands of sales and business professionals to help them get what they want globally by transforming their ability to convert sales into revenue streams. I'm passionate about speaking with inspiring people who can give back and share their stories so that someone listening will gain knowledge or change what they do in their lives. You are welcome to subscribe to the channel on YouTube, like the video, and comment on the topic. ✅Podcasts ✅Itune:- https://apple.co/3isbI6p ✅Spotify https://spoti.fi/3x9ahxK✅YouTube https://bit.ly/3pyeVCh ✅www jasoncooper.io ✅jcooper@jasoncooper.io ✅Learn More In my newsletter:- https://bit.ly/3r6P4RZ

How do you hunt big game on LinkedIn?

In this ABM Done Right Podcast, Kristina Jaramillo (President of Personal ABM) shares why you should not focus just on in-market accounts. This is something that the intent data platforms like 6sense, Bombora and others do not want me to talk about. In fact, in her book, “No Forms, No Spam, No Cold Calls – The Next Generation of Account-Based Sales and Marketing”, Latane Conant tells GTM teams to wait until there's intent. On page 14, she writes: “Target accounts are essentially living under a rock. They're not actively researching products and solutions and they're showing no signs of intent. How to connect with accounts in the target state: Don't. There's no reason to waste any resources that aren't even poking their heads out from under the rock.” On page 18, she writes how the target stage should get zero dollars or effort.Listen to the podcast  to see why Latane Conant and others that are just focusing on in-market accounts are wrong.

In the midst of rapid digital transformation, old school marketing and sales strategies are no longer effective. In fact, they're probably driving your customers away. In this exciting conversation with Latané Conant, CMO at 6sense, we'll get her unique perspective on how best to approach your business development tactics. After joining 6sense in 2018, our guest had something of an epiphany. Why cold call and force prospects to fill out endless forms when we can leverage the vast quantity of data we already have? She decided to test her methodology, and it's an experiment that's paid off with a valuation of over $5 billion and consistent, sustainable growth. Check out the full episode to learn how you can use intent data to reach new heights of revenue. More information about Latané and her groundbreaking work: LinkedIn profile: https://www.linkedin.com/in/latane-conant/ Company website: https://6sense.com/ No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, by Latané Conant      To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

In this episode of Sales on the Rocks, we talk about how to run diagnostics on your sales data, why the Great Reset theory most economists are talking about is worth looking into, and how having a foot in the door offer can make all the difference when selling to large enterprises and other organizations. Plus discover a simple framework that helps you figure out how to manage your time better and ensure you're spending time on the things that drive the most value to your life.What's in Joey's glass: Chattanooga Whiskey Straight Bourbon Whiskey Barrel 111What's in JJ's glass: Rabbit Hole Cavehill Kentucky Straight BourbonThis Cast Covers:Is the Great Reset something to be feared? (05:29)The bigger overarching idea is influencing the grassroots localization of it (10:15)Is there an action plan to stop this from happening other than being informed? (14:08)Why you should be a little more cautious about what the media wants to show you (18:58)How to prep for and effectively get the maximum value out of attending masterminds, conferences, etc. (22:49)Show up with intention I think having intention as a word, (26:19)The strategy and campaign structuring might be different, but the principles are the same (28:43)Don't go after the company, go after the individuals in those companies and do an account-based approach (29:40)Joey's advice on doing account-based sales whether it's for a Fortune 500 company or a small company: Start as high as humanly possible in the organization as it relates to the problem (30:47)Always take a pyramid top-down approach (31:08)A badass campaign done by one of the Best Damn Mastermind members to get in front of the decision-makers of the company (32:41)When you've got a company that sells a really technical service wanting to go after a bunch of high profile companies, what type of sales rep do you hire? (37:07)Do agencies need to have that one specific front-end offer or do you have to play the RFP game? (39:10)Why the foot in the door offer is advantageous for every organization, including enterprises (41:02)Running self-diagnostics on your data: What to check for and fix when your deal velocity goes down (43:57)Why your data needs to be clean and accessible at all times (47:29)How do you cut out the noise? (49:04)ODD - a simple framework Joey uses to manage his time and figure out which activities drive the most value (49:46)Why you should go look at your calendar right now and label events red, yellow, and green (53:39)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

Show Resources Here were the resources we covered in the episode: NEW LinkedIn Learning course about LinkedIn Ads by AJ Wilcox Contact us at Podcast@B2Linked.com with ideas for what you'd like AJ to cover.   Show Transcript Account Based Marketing with LinkedIn ads. Exactly what to do for the best results. Coming right up on this week's episode of the LinkedIn Ads Show. Welcome to the LinkedIn Ads Show. Here's your host, AJ Wilcox. Hey there LinkedIn Ads fanatics. So Account Based Marketing is hot in the B2B sphere. There are so many different companies with ABM offerings, and it's literally become a buzzword in the B2B community. It's really interesting to me because LinkedIn Ads has had the ability to target specific companies with ads since it debuted in 2008. It continues to be, in my opinion, by far the best way to do Account Based Marketing. So on this episode, we're going to go over exactly what ABM is, and how to do it effectively with LinkedIn. We'll also cover what sort of content and offers work well, and the basics of how to segment your campaigns. Make sure to listen all the way to the end, as I'm going to be sharing my top five favorite ABM tactics. Okay, jumping into the news here, you may have noticed that banner at the top of account manager letting you know that there's going to be a new left hand navigation for campaign manager. Well, we got it on some of our accounts and I was pleased to report, since we talked about this in last week's news, that is actually pretty cool. A new addition here is under assets, there's asset history. And that's kind of cool. We haven't had any sort of historical record keeping of anything in the accounts up to this point. So I'm excited to see that. Something else that I really liked about it is it removed the extra step of switching between accounts, which we obviously as an ad agency, who is running LinkedIn Ads, and we're running a lot of them, it's quite a pain to back out of an account and then go back into another one. Well, now it's a very quick click to stay right within campaign manager and just switch accounts. Alright, let's jump into ABM. Let's hit it. 2:00 So first off, I think we have to define what ABM or Account Based Marketing is, because it really has become a buzzword and it's something that CMOs and other marketing professionals throw around, and may not actually know what it means or how it applies to their own marketing efforts. So by my own definition, Account Based Marketing, or Account Based Targeting, or Account Based Sales, it all revolves around the same idea that we are targeting specific companies by name. The way you can think about this is a company can go out and try to acquire as many customers as they want., but Account Based Marketing is all about saying, well, actually, we know a handful or more than a handful of the companies who would be perfect for us, they would be our ideal customers. In that case, you could have a separate effort where you're going after those handful of excellent ideal customers, while still trying to attract the majority of the other accounts, while still trying to attract other business from the rest of the industry. In our case, we specialize in the largest and most involved in highest spending accounts on the LinkedIn Ads platform. And so we know who a handful of those larger players are that we would love to get to work on their accounts. So of course, we want to show ads specifically to them, because any one of those would be a fantastic partnership for us. So my question to you is, who should be doing Account Based Marketing? For me, for a long time I've been telling people, not everyone should advertise on LinkedIn. For some companies, the costs are just too high to make it profitable for them. For instance, if you're a SaaS software that selling for, you know, $100 a month and you don't have contracts, it's likely going to take a long time to recoup any sort of investment. And it may not be possible to show a return on your investment on LinkedIn. But as Account Based Marketing is concerned, I actually do think that every B2B company should be doing it. Because no matter what you do, chances are there are a handful or, like I said more than a handful of companies who would make perfect customers for you. And even if everyone is paying exactly the same amount for your software, you can imagine that there are some brands that would be so worthwhile to have as customers. You could show their logo, you could do case studies about them and leverage their logo, their brand presence, to help elevate your own brand. So you might be willing to take a loss on your advertising, just to bring a brand like that in because it brings all of that credibility, and additional social proof that will help you get a lot more deals in the future. Chances are though, if you're listening, you've already been using LinkedIn Ads and so adding on an ABM element to your campaigns isn't going to be that huge of an addition. And in fact, you're probably already doing it. So let's dive in a little bit deeper. So like I mentioned, back in 2008, LinkedIn let us target specific companies by name. This is back when they had 1000 audience minimum for any sort of advertising. Thank goodness since been lowered down to 300. But even then, as we're talking about ABM, you'll see this is still pretty restrictive. And the way this has always worked is when you go down to select your different audience attributes, you'll see company name is one of the ways that you can target and it's always been this way. In fact, it still is, if you go look for it. And this is great. We still use this quite regularly. The challenge, though, is that, when you use this targeting feature, you're only able to target up to 200 accounts at a time. So let's say that you had an account list of maybe it's the fortune 500. Well, because you can only target 200 companies at a time through this, you'd have to have three separate campaigns. Campaign one targeting the fortune 200, campaign two targeting 201 through 400, and then the third campaign that's targeting just the last 100. You could see how this would be a little bit of a pain to manage and in fact, we've done this for a long time. But luckily for us, back in 2017 LinkedIn released what they called matched audiences. What this allowed us to do is actually upload a list of either individuals that we want to be able to target on LinkedIn or we can upload company names as a list. With this list upload, now we can upload up to 300,000 rows. So you might ask me, AJ, why would you ever want to manually input those company names into a campaign? Well, there are a couple benefits. And this is, of course, if you want to target fewer than 200 companies at a time, then I would still recommend this. And there are two reasons for this. The first is when you manually input them, any suggestion that LinkedIn gives you, it already has a 100% match rate. So if you start typing the name of a company, and it pops up, you are targeting that company, no ifs, ands, or buts about it. Whereas with the list upload, you always have to worry a little bit about your match rate and did you put it in the way that LinkedIn wanted to see it, and you won't know until you upload it. The second benefit here is that you'll be able to start targeting that company immediately. Whereas if you upload a list, chances are you won't be able to start using that for about 72 hours. And trust me, I know LinkedIn says it will take a maximum of 48 hours. But in our experience, it is 72 hours. Please fix that. So if I'm ever targeting a list of fewer than 200 companies, I'm probably going to want to input them manually and that's a huge pain. So you might be thinking, AJ, you're crazy, don't do that. Well, I really only have to do it once. Because once you've ever entered 200 of anything, you can always save that audience for later. And then you can go and apply that in any other campaign that you want to. So yeah, it's a pain to put it in once, but once it's in there, you can reuse it again in the future. The other thing is, once you've uploaded a list, you have like 30 to 90 days basically to use that list in your advertising, otherwise, LinkedIn forgets the list. It's a bit of a pain, you have to go back and reupload the list, wait another 72 hours for it to finish processing, and only then can you use it. So working with lists on LinkedIn is really frustrating. But of course, if you're doing a lot of Account Based Marketing, it really is nice to have these lists uploaded and ready to go. 8:29 So if you want to upload your first list, what you do is if you're on the old UI, you'll go to Account Assets, and then Matched Audiences. If you're under the new UI, the new left hand navigation, it'll be under Plan Matched Audiences, you then select Create Audience and then you decide whether you want to do a Company List or a Contact List. Both of them will have a template that you can download into Excel. So because we're talking about ABM here, we're going to talk just about company lists. But of course, contact lists are also great, very much deserving of their own episode. After you download that template, open it in Excel and you'll get to see all of the different headings of the columns that LinkedIn will accept. And so right now, at the time of recording, we have company name, we have domain name like the website URL, we have the email domain, we have company page URL - the URL for how to find this company on LinkedIn, we have stock symbol if they're a public company, industry, city, state, country and zip code. And of course, if you have company page URL, that's probably going to match it 100%. I can't imagine how LinkedIn would not match that, but if you don't just magically have that information from your data source, we found that company name and domain tends to work pretty well here. Then you can upload that CSV file and then wait for like I said, 72 hours until it finishes processing, and then all of a sudden, it will be ready to use in your account and you can start actually advertising to these people. So now that you have this list, you have to go in and create a campaign, or edit a campaign to start using this list. So what you do is when you're in the campaign settings, you scroll down to the targeting criteria. And you'll notice that the first one says, audiences. When you click audiences, there will be list upload and then you'll see company or contact list. Click on the one of your choice and you should see the list that you've uploaded in this list. Alright, so a quick pro tip, you actually don't have to wait until your audience is totally done processing to associate it to a campaign. We know until that list has finished processing, the campaign won't run. But you could still build the campaign and get it associated here so that as soon as it finishes processing, like the second, all of a sudden the campaign will be running. It could save you some time. I will mention here that it's really important to understand that there are two different things you can do with these lists. You can associate a list as either an inclusion or an exclusion on a campaign. And we'll talk a little bit later about why this is important, but it is my firm belief that because of LinkedIns great targeting capabilities, Account Based Marketing is just as much about exclusion as it is about inclusion. Okay, so you've uploaded this company list into your match audiences section. If you go back to your matched audiences section, and you click on the name of that list, once it's done processing, you now have a very powerful dashboard. But we'll get into that a little bit later. What I want to call your attention to is right there at the top, you will see two tabs, one says Matched and it will show a number, the other ones will say Unmatched and show you a number. So I'm looking at a list right now in my account where it says Matched 274, Unmatched 1. So if I click that unmatched tab, it'll now show me the companies that I uploaded as a row in my list that LinkedIn didn't know who they were. So if that's a really important company to me, I can go and recreate a new list and make sure I get it right this time. I could even go to LinkedIn search for that company, get the URL for the company page, and then upload it again. I'm sure that's going to clear and get me 100% match rate. Okay, so now that you know how to do this, we get to start talking about the actual theory here, that strategy about what you're going to do with these lists and how to structure your Account Based Marketing effort or campaigns. First off, you really need to decide how you're going to segment these companies. I mentioned before that you have to have at least 300 people in an audience for LinkedIn to let you run that campaign. So let's say that there's one company that you want to specify, you may even want to call out to that company in the ads, like, hey, IBM, we have a solution for you. Well, as long as there are at least 300 people at that company that you want to see your ads, then you're good to go. You could create an entire campaign focused just on the company IBM and layer your targeting on top. But let's say you're just targeting marketers who are VP and above, well, I know IBM, and this example is a large company, but I don't think that they have more than 300 VPS or above of marketing and so you may have to combine this campaign with other company names. Maybe it's a handful, maybe it's a 1000 other companies, who knows, but you do need to make sure that you get at least 300 people in an audience in order to advertise. So depending on the size of the company, and the number of potential prospects at each of those companies, you can do the math and figure out if you can do this one to one where it's a whole company per campaign, or if you have to include multiple companies in your campaign. If you can do that one to one, it is amazing, because like I mentioned, you could call out to that company in the ad copy and we know that if you call out to accompany in the ad copy, it's going to perform well. Everyone likes to see their company mentioned in their newsfeed. And of course, you'll want to segment your audiences, usually by something. I mean, if you have to combine multiple company names per campaign, you'll probably want to have some sort of a logical grouping there. So for instance, you might have a group of large companies versus full enterprise size, or you might have a list of local companies, you might have a list of companies that are warm, versus a list of companies that are cold. However you decide to organize your lists. You'll want to upload those lists separately and keep track of and because you're likely already advertising on LinkedIn, you have a bunch of other campaigns. What I would do is I would put the term ABM or list or something like that, in all of the campaign names here. And what this does is if you ever want to check the performance of your Account Based Marketing campaigns, you can just go into the search box inside of campaign manager, and type ABM, or type list. And immediately, it'll show you all of your results. Pretty cool. I get asked a lot about, hey, how large should my audiences be when I'm using ABM. You know, if I'm telling you how to run an evergreen campaign on LinkedIn, I'm going to tell you that my preferred audience sizes are between about 20,000 - 80,000. And really, the only risk to having a small audience is it's probably just not going to spend very much. But if it's worth your effort to create it, it's probably worth running. This definitely applies to ABM campaigns. If I have a whole bunch of campaigns that are targeting 300 people, I'm okay with that. I know it's a lot to manage., if you had an account with like 1,000 campaigns, all targeting, let's say the fortune 1,000, that would be a lot to manage. That's a lot of campaigns for sure. But of course, we're talking about small audiences, which aren't going to spend very much, and it's probably never going to get out of control and be impossible to manage. So the moral of the story here is don't worry too much about having too small of an audience size. When you're doing Account Based Marketing, it's kind of the point to have a very focused audience that you can show to. I've noticed a lot of advertisers will go and upload a list and then they'll try to target job titles at that list of companies. And what you need to understand is that job titles are way, way too exclusive to use for ABM, usually. And that's because LinkedIn only understands about 30% of job titles out there. So it means you're probably going to be ignoring the 70% of your audience that's at each one of those companies, which is not in your favor. I mentioned, don't worry about your audiences being too small, well, it's still a good thing to make sure you're hitting as many people at your target company that are a good fit for your message as possible. So my favorite way to do this, if I can, if this makes sense, is on top of the company list, I'm going to layer on job function and seniority. And this is the most broad way of targeting a persona. But of course, if job function is too broad, you can always narrow in by skill. Skill is the next most broad, and I found that to work quite well. So you could do skill with seniority to get the highest number of your target audience at that company to be included in your targeting. I also get asked a lot about, hey, I'm doing Account Based Marketing, but it doesn't seem to be working, what could be going on? And what I want you to understand is that just because you're doing Account Based Marketing and going after specific accounts, doesn't mean that your performance is actually going to improve. In fact, if your ABM audience is a cold audience to begin with, they don't know you exist, they've never heard of your tool or your company or anything like that, they're still going to be a cold audience, which means they're going to act cold. And on top of that, usually an ABM list is full of larger companies, these big fish or whales, and I know many of our listeners represent these companies. When you're at a giant company, you just have people trying to solicit you trying to sell you all the time. It's so so annoying when I've been in that position. So that means that when you're going after these large companies specifically, you might see your performance drop just because a) they're cold and b) they're tired of being sold to. But this could work in your favor, because it would be exactly the same thing for your competitor. So it leaves a wide opening for you to go in being creative and being strategic. So once you've segmented your companies by list, let's say we're doing something like public companies versus non public, or early stage startups versus medium to large, however you're doing this, you need to decide what sort of offers and what sort of ads you want to show to them. You could decide to do like, hey, we don't have a contact at this company yet so we're gonna show gated content to them and try to find at least one contact per one of these companies to then be able to reach out to. Or you might say, this list of accounts that we're going after, our sales team is actively trying to get in with them, so maybe we're going to show them ungated content, maybe it's a blog post, maybe it's a case study, maybe it's a guide or something that's just purely ungated because you want as many people from that company to consume your content and keep your company top of mind. You get to decide what your priority is there. One way that we've done this in the past is you have different lists for different stages of the funnel. So for instance, you might have a list of company names, who were leads, let's say last quarter, and never closed. You might have a different list who were leads that were generated from this quarter who haven't closed yet. So you could upload these lists into two different campaigns, and give them nurture in whichever way that you would find most beneficial. Of course, that can be a lot of work to manage the lists you have by what stage of the funnel they're in. Then you end up having to compare these Excel sheets between quarters and figure out who dropped off of that list or who's been added to it so that you can re upload those lists to LinkedIn and start using them again. 20:33 So if that sounds like way too much work for you, what I would suggest doing is using a flighting strategy. And the way flighting works is you have an entire audience that you're going to show a specific offer or specific ads for a certain amount of time. And then once you feel like you've probably saturated that audience enough, you can turn those ads and offers off and launch something new. So this is kind of like time based retargeting. But we're not relying on LinkedIn to put people into an audience to target them with ads later, we're showing a unified message to our prospects for a certain amount of time and then we move on and tell them a different story, or update them, take them a little bit further down the funnel. But of course, this isn't nearly as precise. And the reason why is because you could theoretically flight ads for let's say three weeks and maybe there's a big chunk of your audience, let's say 10%, who never even logged in during those three weeks. And so chances are some will come in and log in for the first time during your flighting on your second or your third flight. Flighting is the strategy that TV advertisers and radio advertisers have been using for years and years. It definitely works. It's less precise. But hey, maybe that's okay. 21:52 Your other option is actually to create an automated funnel by using LinkedIn retargeting. Well, we know that your minimum audience size is 300, to even start showing a campaign and so that means in order to even have a second step to your funnel, you've got to get at least 300 people to take an action. With an ABM campaign where your audience sizes are small to begin with, it could take a lot of time to actually build out that audience. I like the idea of using flighting strategy to begin with while you're building those retargeting audiences, and then once those are built significantly, then you could switch your strategy over and use an automated funnel, where you're targeting the group of your audience and then any of those who have taken some sort of an action, then they're removed from that audience and instead, they're targeted in a separate campaign where you're just targeting people who have taken that action. I hope that's clear. Alright, here's a quick sponsor break. And then we'll actually dive into the bidding the budgeting and limitations of Account Based Marketing on LinkedIn. 22:55 The LinkedIn Ads Show is proudly brought to you by B2Linked.com, the LinkedIn Aads experts. 23:05 If the performance of your LinkedIn Ads is important to you B2Linked is the agency you'll want to work with. We've spent over $150 million on LinkedIn Ads, and no one outperforms us on getting you the lowest cost per lead and the most scale. We're official LinkedIn partners and you'll only deal with LinkedIn Ads experts from day one. So fill out the contact form on any page of B2Linked.com o chat about your campaigns, We'd absolutely love to get to work with you. 23:32 Alright, let's jump into the nitty gritty here. So first off with bidding and budgeting on ABM campaigns, you don't really have to worry too much about a budget, assuming that these are a small audience size. Remember any audience on LinkedIn that you choose, let's say the number looks big, let's say has 20,000 people in it. Well, we know that not every one of those people is going to be logged on to LinkedIn on any given day. And then if you're running sponsored content, you'd be lucky if 1% of those people clicked on your ad. So most of your ABM campaigns, assuming a small audience size, probably aren't going to spend very much, but it's probably a good idea to give them a little bit of wiggle room, set your budgets kind of high just in case. So that's your budgeting, and you just kind of want it out of the way so it doesn't stop your efforts in the midday. But with bidding, you have two different options here. You can either use LinkedIn automated bidding, or maximum delivery, or you can do manual CPC bidding. Both of them can work well. I would just suggest if you are doing manual bidding, you'll want to bid pretty high, like pretty aggressively, because if you can imagine you've got a list of very high value companies here. But of course, the people at those companies are also part of a whole bunch of other marketers lists. Some of them probably have really high performing ads, really good offers. And so in order to win out and have your select few people get shown the ad over one of your competitors. you'll need to make it worth LinkedIn's while. And if you've been listening to me for a while, you probably know that I usually recommend bidding either at the low end of the recommended range, or even significantly below it. But with ABM campaigns, I kind of flip the script and I'll start out by bidding on the high end of the suggested range. Like I mentioned, with the limitations of building any audience on LinkedIn, you have to have at least 300 audience members in order for the campaign to run. So that does make it pretty hard to customize messaging right to an individual company. But if you do want to do that, sponsored messaging ads will let you insert what LinkedIn calls macros. It's dynamic messaging, where you can insert the person's company name, right into the content of the ad. So if sponsored messaging is a good ad format for you, then it can work really well for ABM because you could have a list that you're targeting of 1,000 different companies, but the ad will still show up and say, Hey, we love marketers at IBM, and whatever company they represent, they'll see it in the ad, could be very cool. One of the biggest limitations, though, to using LinkedIn for your ABM efforts, is of course, that you're probably not going to reach these folks outside of when they're on LinkedIn. So if you want to get in front of them around the whole web, yeah, you'll probably have to use one of the many ABM vendors out there, and they can work well. But if you're okay, just hitting them while they're on LinkedIn, you're in luck. Because of that, I also do recommend using LinkedIn Audience Network on any of your ABM campaigns because at least then you'll have a chance at showing them on other sites other than just LinkedIn. You'll reach them a little bit more often, which is cool. And I mentioned that there are quite a few ABM specific vendors out there. And they have a lot of limitations compared to LinkedIn. Of course, the cool part is that they can reach your audience on other ad inventory outside of just waiting for them to come to LinkedIn, which obviously people don't spend a ton of time on LinkedIn on average, but they do have quite a few limitations. Like for instance, they're trying to identify companies by the IP address that they're visiting from. So you could imagine, yeah, for large companies, where if an IP address is communicating, it's coming from one building on a Microsoft campus somewhere. And yeah, you could say, chances are that's coming from Microsoft. But what about all those users who still work for the company, but they're using their mobile phone on the subway, or walking around the city, and they're not on Wi Fi, you lose them there. And then quite a few of these companies also rely on cookies. And we've had this conversation before in previous episodes, where cookies are just really scary right now, because they're going away. So if you're relying on a cookie, tying someone's identity together, you're going to lose that data eventually. I'm going to read off a few of these Account Based Marketing Tools, or platforms. I'm sure these will sound familiar to a lot of you. Across all of our accounts, we've managed, we've gotten a chance to use the vast majority of these platforms. We've used Terminus, we've used Metadata, we've used 6sense, Demandbase, Engagio and they all have their own technology, their own pros and cons so it's definitely worth checking them out. And obviously, I'm a little bit of a LinkedIn nut. So you can take anything I say with a grain of salt here, but I just haven't found any of these ABM vendors that can beat native LinkedIn advertising. Of course, the downside is you're always waiting for them to come back to the platform. If they're not spending a whole lot of time there, you may need to reach them on other platforms. So more often than not, this is a combined strategy of run this on LinkedIn, as well as on one of these other ABM vendors. When you're using one of these ABM vendors, though, you probably want to make sure you have a pretty significant size of lists of companies in order to really make it make sense because they're going to charge you a minimum fee just to work with them. Then of course, the ad inventory itself, because they're showing across like the Google Display Network, for instance, it's not all that expensive. In order to make it worthwhile, you do want to a pretty large list. So before I mentioned that when you click on the name of the company upload list, that there's a dashboard, and this dashboard, I don't know what to call it other than I call it like an ABM Performance Dashboard. What it does is it shows you all of the companies that you've uploaded, along with their performance from your ads, and it's going to always show this to you for your last 90 days combined. There are two different ways that you can break this down. The first is Engagement and the second is Details. So if you click on the Details break down, it's just going to show you all of the details about that company that you uploaded. It'll show you things like company name, industry, company size date added, domain, etc. This isn't a source of information where LinkedIn gives you a readout. They're only going to give you something here if that's what you uploaded. So if you didn't upload stock symbols or the company's domains, it's not going to give it to you back. Probably, what you're going to find the most interesting here is engagement. Under the engagement drop down, it's going to show you the company name, it's going to show you an engagement level by how engaged LinkedIn thinks this company is with your ads, the number of members from that company targeted, the number of campaigns they're targeting that company, the number of impressions that that company was served, and ad engagement, like a click through rate combined from that company. There's even organic engagement, because LinkedIn obviously knows how many people from that company are engaging with your company page, or even your ads, because they've been shared by one of their coworkers. And finally, there's website visits, which website visits is only going to show if you have the insight tag installed on your website. And of course, your users have a cookie on their browser that's identifying them as who they are on LinkedIn, to LinkedIn. That's obviously going away with cookies, going to death. So this is a very cool dashboard. It's something that LinkedIn hasn't made a whole lot of noise about, but I absolutely love this. If you're using company name lists in your match audiences, go check this out now and take a look. See if you can see which companies are really loving your ads, which just haven't been reached by them, and you've got to find them a different way. 31:36 Okay, I mentioned at the beginning that I was going to share with you my five favorite strategies for running ABM campaigns. I'm actually going to throw in a sixth, a little bonus strategy here. So number one, I love to go to the sales teams of our clients, and ask them to give us a list of their sales dream accounts. The companies that they would absolutely love to work with. And of course, it's really not hard to combine all of these lists from a whole bunch of different sales reps, combine them into one list and then you can upload that. Now all of a sudden, sales feels like, hey, marketing is trying to get us what we're asking for. And now sales and marketing, they used to butt heads, but now they're holding hands and singing Kumbaya. It's a great thing. Strategy number two, I actually like to upload a list of competitors names, and then exclude that across all of my campaigns. And what that does, is even if I'm not specifically doing ABM targeting, I'm taking my competitors out of the running here using the company name exclusions. And now my competitors have no idea what it is I'm doing. They're not being shown my ads, they can't click on them to charge me money, etc. My third strategy here is actually along the same vein, instead of your competitors, it's taking your list of customers, and excluding them because your customers are already paying you money. You don't need to pay to show them ads anymore. That'll save you some money, because your customers probably will click. Strategy number four is actually taking that same customer list and showing ads to them intentionally. Here's an idea of when that would be appropriate. So let's say you have a list of customers who their contract is going to be up in the next three months and they're going to be reevaluating if they want to be still signed up, still subscribing to whatever your SaaS software is. Well, now you can target them with product updates and information about the roadmap, what's coming out for your tool, what it's going to be able to do, what new functionality you'll have, all of that. Because they're seeing that, chances are they're going to get excited, or at least a lot more energized about being a customer of yours and when it comes time for renewal, you should see a much lower churn rate. Strategy number five, we actually touched a little bit on, you take a list of all of your leads for a certain amount of time who have been generated as a lead, but haven't yet moved to the next stage in the funnel, or haven't yet closed as a deal. So you could take that list of companies and show ads to them. What I like about this is you don't have to just show ads to the people who were leads of yours, you know that that person is part of a larger buyer committee usually. So now you can broaden your targeting quite a bit and you can try to reach everyone in that company who could be part of that buyers committee. So for instance, if you're trying to sell a tool to a marketer, well, you know, they probably have other coworkers who might be lending a hand or helping in that decision. You might have someone in finance, this deal is going to cross their desk and they've got to sign off on it. If it's small companies, the CEO probably needs to sign off on it or be convinced. So if you can show ads and keep top of mind for everyone in the buyers committee, when it comes time to actually sign you'll get a lot more oh, I've heard of these guys before, they must be legit and signing off versus "Wait, what tool are you trying to buy?" and getting added scrutiny. You don't want that. And here's my bonus strategy, strategy number six. You probably have a list of leads that you've generated. And let's say that you have all of their company email addresses. Well, you want to take my advice here, like when I talked about how you want to target the whole set of decision makers. But if these are a list of individuals, you're not going to be able to do that very well. Well, what we do is we'll take that contact list, and inside of Excel will extract a column for just their company email domain and then we can go and upload that to LinkedIn as a company matched audience list, Voila!, you just took a contact list and turned it into a company list and now you can apply all of those targeting filters on top to make sure you're hitting the rest of the buyers committee, or at least their co workers, other people who could help make this decision. All right, I've got the episode resources for you coming right up. So stick around. 36:07 Thank you for listening to the LinkedIn Ads Show. Hungry for more? AJ Wilcox, take it away. 36:18 All right, here are the resources from this episode. So if you are looking to advertise better on LinkedIn, or you have, let's say, a coworker, or someone else who's trying to learn and get up to speed, make sure you refer them to the LinkedIn Learning course that I did with LinkedIn on LinkedIn Ads. The link is right down below in the show notes. It's really easy. It is by far the least expensive and the best course out there. Also, if this is your first time listening, look down at your podcast player and hit that subscribe button on whatever player you're listening on. And please do rate and review the podcast. If you rate, of course, we love to see five stars. It helps other people who are also ad managers on LinkedIn get to hear about the podcast. Anything you have to say please leave it in a review and we'd love to shout you out here on air as well. With any questions you have or topic suggestions, anything like that, you can reach out to us at Podcast@B2Linked.com. And with that being said, we'll see you back here next week, cheering you on in your LinkedIn Ads initiatives.

Over here at the Sales on the Rocks podcast, we would argue with anyone that sales is the most important part of your business and it should be treated as such. We know that you can't afford to spend hours and hours every day trying to figure out what content to post on social media or how many emails to send out each week. In this podcast, we discuss the importance of setting goals, how we should be shooting for the moon, and why we need to focus on building relationships with our clients through sales instead of wasting time creating marketing content for them. What's in Joey's Glass: Peerless® Single Barrel BourbonWhat's in JJ's glass: Rabbit Hole Cavehill 4 Grain BourbonThis Cast Covers:Joey and JJ talk about taxes or more specifically, how to get away with taxes (01:12)Taking on a more assertive, leadership role works really well with someone who takes on a really strong supporter role (05:31) Goal setting - should it be done annually or monthly? (08:52)Joey's advice for agency owners and founders who want to try launching a podcast (19:21) Why a podcast is a great content marketing flywheel (22:44)The times when Joey ever left someone pissed during a sales call (24:12)A time when JJ was shat on by a prospect during a sales call (27:05)What to do when someone is trying to take control of the sales conversation (27:52)Why it is so important to have regular touchpoints with your sales reps (30:22)How often do prospects cancel on Joey? (31:20)How to mitigate no-shows or cancellations (31:00) Keeping your sales reps from falling into a slump and why having a shutdown scorecard can really help determine where the slump is coming from (36:30)Why people in ministry can make the best type of employees (43:30)More industries that translate pretty well into marketplace employees (44:54)What are some things that most agencies need to stop doing? (47:33)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

If you've been following the Sales on the Rocks episodes for quite a while, you know we always preach about the main things –  building out a sales operation for your agency that functions like a well-oiled machine, and how to sell shit like a pro to anyone (while pouring ourselves a glass of brown liquid).This week, we're taking everything we talked about so far and piecing them all together as JJ challenges Joey to a sales call roleplay on the spot.What's in Joey's Glass: Jefferson's Grand Selection 'Chateau Pichon Baron French Oak Cask Finish' Straight Bourbon WhiskeyWhat's in JJ's glass: Blade and Bow Kentucky Straight Bourbon WhiskeyThis Cast Covers:Does the “wine and dine” approach work in closing deals with clients? (08:06)The most expensive or nicest gift Joey's prospects have ever gotten for him (13:08)What we can learn from ugly websites and how well they convert (15:52) Why Joey is a big fan of simple and streamlined web design (18:05)How to handle the common objection “I wanna take a look at your case studies or references first” (20:01)Done will always be better than perfect (23:08)When to integrate automation into the sales process and use it to optimize your prospecting for efficiency and effectiveness (25:37)Joey gives us a rundown of what campaign scaling is like (27:44)Prospecting or sales automation should be a blend of high tech and high touch when using the campaign scaling approach (29:40)Use this very practical tactic to reach multiple decision makers (33:00) Joey is put on the spot as he roleplays selling Sales Driven Agency to JJ who plays the role of a fictitious SEO agency owner to SaaS companies (39:39)Additional Resources:The Sales Driven AgencyThe Best Damn Agency Mastermind

Adam Goyette, VP of Marketing at Helpscout, once mentioned: There seems to be this thought that ABM is a silver bullet. Run some display ads, send some direct mail and do some targeted gifting,  But these are just tactics. It's not what ABM should be about.  Peter Zawistowicz, Director of Growth Marketing at Gremlin, once stated that  ABM became the flag under which we deploy flashy, expensive, and often ineffective tactics, all in the name of driving up engagement. As the technology evolved, we believe that ABM's definition has become diluted, and ABM programs have become account-based awareness, account-based advertising, and account-based lead gen programs. In this episode, Kristina Jaramillo talks to Nick Bennett, Director of ABM and Field Marketing for Alyce, about what ABM is and how it should be a company-wide initiative to increase average account value, decrease time to close,  improve win rates and reduce churn along the complete buyer's journey, and customer lifecycle.  We also discuss:How we need to go beyond sales/marketing alignment, how we need to become integrated, and how marketers should be held accountable and commissioned for revenue, so we go beyond influencing just the top of the funnel.How sales and marketing's desire to scale is limiting revenue performance and why we need to focus on the interactions we're having with tier 1 accounts and the experiences we're delivering. How teams are ineffectively scaling ABM.How Alyce closed more deals in the last 5 months than they ever did in a 6 month period.The difference between personalized ABM and a personal account-based approach and how you need to be personal with the 60% of the market that's stuck in the status quo.How sales and marketing teams can increase their relevance and the personal brand's role in an ABM program.Here are the resources we discuss in the podcast:Our article on how 95% of sales teams are irrelevant to buyers on LinkedInNick's ABM podcastNick's Rep Your Brand PodcastHow you can learn more about our personal account-based approach:How a Personal 1-to-1 Account-Based Sales and Marketing Approach Will Help You Win with the Status Quo Enterprise C-Suite3 Mini-Case Studies on How GTM Teams Win & Expand Key Accounts Using ABMYou may also want to check out other ABM conversations with:Vijai Shankar (VP of Product Marketing for Uniphore)Jeff Pedowitz (CEO of the Pedowitz Group)Jess Larkin (ABM Leader at Okta)Jarod Greene (VP of Product Marketing at Highspot)Cassidy Shield (VP of Marketing and Sales at Narrative Science)

With marketing budgets slashed, and trade shows and exhibitions frozen in a post-pandemic world, focused marketing efforts like ABM rule the day. Our guest, Prajwal Gadtaula, Founder & CEO at Business Brainz, shares how customised, in-depth desk research reports can help marketers get the best out of their ABM efforts.

Latane Conant, CMO of 6sense, joins the podcast to talk about various topics derived from her book: No Forms. No Spam, No Cold Calls. Listen as Latane opens up about her journey into the role as head of marketing, reveals her 4-step recipe for personalization, and shares what the future of account-based sales and marketing looks like. Read more about Latane’s book here: https://6sense.com/no-forms-no-spam-no-cold-calls/ Check out these other resources! DemandGen Resources Hub: https://bit.ly/2N3myz1 DemandGen Blog: https://bit.ly/3cVwnt9 DemandGen TV: http://bit.ly/37Ds3PS  Manufacturing Demand book: https://bit.ly/37zkhVw

No matter how awesome your product is or even your messaging, sequences, and overall sales process, if you are targeting the wrong person or people, you're not going to hit quota. Join Jeff & Tom as they discuss the difference between "ICP" & "TCP", navigating the "Buying Center" at target accounts, and how to use TCP to focus your efforts on those most likely to book meetings AND buy.

Earning your prospect's attention is getting harder and harder in an increasingly crowded marketplace. Join Jeff & Tom in the inaugural episode of FTF Fridays as they outline proven tactics for standing out among the crowd and filling your funnel through creativity, personalization, and putting in the hard work.

In this episode of the Metrics that Measure Up podcast, we talk with Jon Miller, co-founder of Marketo and Engagio, and now Chief Product Officer at Demandbase is a MarTech visionary. Marketo was purchased in 2018 by Adobe for $4.75B, and Engagio was recently acquired by Demandbase.Jon shared the B2B Marketing metrics that matter and the lessons learned in his personal career journey as a founding father and leading MarTech visionary.Jon shared how 1st gen Marketing Automation was designed to automate a linear process with discrete hand-offs between marketing and sales. We also discussed how today’s buying process requires insights into demand and buying intent BEFORE a buyer visits your website.We also discussed how the evolving land and expand customer acquisition model requires a non-linear, collaborative process between Marketing, Sales, and CSThe most interesting conversation for your host was Jon's perspective on the top KPIs for today's B2B Marketersincluding: 1) Pipeline Growth; 2) New + Expansion ARR; 3) Return on Investment. B2B Marketers still need leading indicator metrics that show how buyers are progressing across the buyer journey, such as stage by stage conversion, but measurements such as website visitors, leads, and content downloads are mostly vanity metrics.As a thought leader in Account-Based Marketing and Account-Based Sales, Jon highlighted this new Customer Acquisition and Expansion model requires new KPIs and benchmarksJon also discussed his decision to leave Marketo and why the time was right now to combine Engagio and DemandbaseJon's comment that he is driven to “build the next great marketing platform”, coupled with his career journey exemplifies his vision, commitment, and passion for marketing technology#SaaS #b2bmarketing #KPIs

Through her career Megan Heuer has forged a path to become a renowned expert on modern Marketing and Go-to-Market strategy. From leading the research team at SiriusDecisions, to running her own business as a highly sought after consultant, she brings a depth and breadth of knowledge and experience to this topic that is unmatched.We are lucky enough to dive deep with Meg on various topics such as Account Based everything, how SDRs can thrive in conjunction with marketing, research and advisory services in today’s market, leveraging the powerful concept of online communities, and much more. You’ll not want to miss this one! Never miss an episode and dig into the Archives: Subscribe to the Sales Development Newsletter for weekly updates and new research. http://eepurl.com/cPHLsb#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement

Latane Conant, CMO of 6sense, joins Venrock partner Brian Ascher to chat about marketing strategy for B2B companies and the role of marketing in corporate culture. They discuss the “First Sip Club” which Conant started during the pandemic to stay connected to fellow SaaS marketers, and she shares how it has evolved to stay relevant in a rapidly changing environment. Conant also discusses her new book No Forms, No Spam, No Cold Calls: The Next Generation of Account-Based Sales and Marketing, which covers her distinct B2B marketing and sales philosophy, and gives advice for junior marketers looking to excel in their careers.

Latane Conant is the CMO of 6Sense and author of No Forms. No Spam. No Cold Calls:  The next generation of account-based sales and marketing. discusses the importance of personalized marketing. On this episode of Demand Gen Visionaries, Latane explains how she generates demand by illuminating “the dark funnel”, why cold outreach is undergoing a fundamental change, and much more.Key TakeawaysThe best demand gen will make people feel something. You need to create a genuine connection with your customer to accelerate their desired results.Contacting a potential customer should be personalized and scaled. Cold emails aren’t going to work anymore. You need to stand out.Shine a light on prospective clients that might be hiding in “the dark funnel”. Dive deeper into client relations to turn prospects into valued customers.Shift your mindset from demand gen to demand capture. Make the experience unique so you organically retain customers.Over time, you earn the right to take risks. Sometimes you have to trust your gut and dismiss outside influences.Quotes“I think the best demand gen makes people feel something. It creates a connection.”“I'm just going to blow this thing up and prove that if we put prospects and their experiences first, we can generate a lot of pipeline and succeed, and do it in this new and different way.”“We decided early on not to have sales ops and marketing ops, but to have revenue ops. As a revenue team, let's always be finding our ‘red’ and always be bringing issues and conversion points forward that aren't performing because that gives us a chance to go and fix them.”“I just always encourage people. If your gut is telling you that it's the right thing to do, it probably is, and sometimes you gotta take those risks.”“I would challenge the new world order to be thinking, not about demand generation, but demand capture. Because if you uncovered ‘the dark funnel’, then you actually see the demand right in front of you.”SponsorDemand Gen Visionaries is brought to you by Qualified.com, the #1 Conversational Marketing platform for companies that use Salesforce and the secret weapon for Demand Gen pros. The world's leading enterprise brands trust Qualified to instantly meet with buyers, right on their website, and maximize sales pipeline. Visit Qualified.com to learn more.

Jon Miller is the preeminent expert in Account Based Everything, including writing the book on Account Based Sales Development. From starting Marketo, to Engagio, and now as CPO of Demandbase, he’s forgotten more than most of us know about the topic. This week, we dive into how the Account Based strategy can be applied to driving the pipeline through Sales Development, how Sales Dev Leaders can align their teams and how SDRs can benefit from supporting the strategy. This one is gold. Coming up! The Virtual Sales Development Conference 2020: The top Sales Development professionals, top speakers, networking and vendors from the @Tenbound Market Map! Register here FREE: https://events.bizzabo.com/223921/home#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing

During this episode of Tech Qualified, we talk with Julianne Thompson, Sales Development Manager at Outreach in the Tampa office. Julianne Thompson talks about what her work with Outreach involves, the change in the industry towards account-based sales and marketing, how they are using content to educate the market, the value of thought leadership, the impact of direct mail, and the importance of having omni-channel content.  Episode Highlights: Julianne Thompson talks about her work history.      Julianne talks about what problem Outreach solves and what types of customers it serves. How are things evolving with Outreach?  What have you seen with the changes taking place towards account-based sales and marketing? What does Outreach use for content in order to reach prospects and cut through the noise? What value has thought leadership had for Outreach?  Julianne talks about the impact of direct mail and gifting.   What are some of the takeaways Julianne has had from speaking at Outreach’s conference.        How is Outreach harnessing the skills from their team and distributing through content?  How is account-based sales and account-based marketing being used by the Outreach team?   Which online resources does Julianne rely on? 3 Key Points: Outreach provides content to help buyers understand the value that they bring and this is done by educating the market on what sales engagement is all about. Be able to find out where your sales reps are failing and where their sales funnel may be broken by understanding when your buyers are most likely to pick up the phone, and who is most likely to be a buyer. It's important to have an omni-channel approach to content because people consume content differently. Resources: Julianne Thompson: Linkedin Outreach: outreach.io Sales Hacker: saleshacker.com AA-ISP: aa-isp.org Motion: motionagency.io/ultimate

Any sales professional will tell you that ABM started as account-based sales.  Sales has been doing it for years.  It's only recently that the marketing teams have picked it up and said: “what if we personalized our marketing strategy to our key accounts?”  Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova like to say that it's not really about Account Based-Marketing or even Account-Based Sales. What it's really about is an Account-Based Strategy.  Sonjoy says that the problem with ABM is that it places far too much emphasis on marketing. In order for an account based strategy to be successful, you have to have buy-in from the entire organization. An entire organization has to align with a strategy, which is no small feat.  But before you panic, don't think that you've got to slow yourself down and wait for the entire organization to evolve before starting an ABM approach.  Odds are, Sales has been implementing an account-based method for years. It's just a matter of taking that model and bringing the marketing team on board as well.  So start small, be realistic, take a multi-channel approach, and you'll be ready to move your organization into a true account based strategy. 

Power Quote: “Whether you think you can, or you think you can't--you're right.” Personal Story and Lessons: "1) Maximize your available resources 2) Little details matter 3) Never stop learning 4) your network = your net worth" Listen to Larry sharing these lessons and his transition from marketing to a sales career path. Larry attributes his "serving others" attitude to both his parents who worked at the Department of Veterans Affairs. Closing Takeaway: "Teamwork makes the dream work " Larry shares tactics of Account Based Marketing and Account Based Sales when the marketing and sales team worked as one. They saw phenomenal conversions for lead engagement and opportunity win metrics. Follow us on LinkedIn: https://www.linkedin.com/company/winningcombo/ Follow us on Facebook: https://www.facebook.com/The-Winning-Combo-105826354160436/ Follow us on Twitter: https://twitter.com/ComboPodcast --- Send in a voice message: https://anchor.fm/winning-combo/message

Listen to these successful thought leaders on how they present themselves and their crafts as experts in their fields. Lydia Sugarman, founder/CEO of Venntive is a recognized sales, marketing, and business development authority, with a uniquely sophisticated understanding of Integrated Agile Marketing, Account-Based Sales, and Customer Success that spans the entire Customer Lifecycle. Her experience spans multiple business verticals, including financial services, travel, entertainment, and digital, including blockchain and cryptocurrency. She has a particular talent for quickly understanding your business and brainstorming custom strategies for success. Connect to Lydia on LinkedIn: https://www.linkedin.com/in/lydiasugarman/ Tatsuya Nakagawa is an accomplished entrepreneur, author, and expert on innovation & marketing (https://tatstalks.com). He is the co-founder of Castagra Products (castagra.com / castagraroofing.com). Castagra develops, proves and delivers, game changing innovations for the building materials and coatings industry. One of it's products, Ecodur, is approved and used by the top companies in the world. Ecodur has also been voted top "Greenvention" by the entrepreneur reality show Dragon's Den. Connect to Tatsuya on LinkedIn: https://www.linkedin.com/in/tatsuya/ Mike O'neil, CEO at Integrated Alliance is a natural born technologist - industrial engineer turned technology sales engineer turned LinkedIn trainer, LinkedIn expert and social media consultant who’s always helped others become more successful. Today, he helps executives and revenue producers utilize LinkedIn.com, LinkedIn Sales Navigator, CRM systems and other tools to build business pipelines. He leads an Integrated Alliances team that serves. Connect to Mike on LinkedIn: https://www.linkedin.com/in/mikeoneil/ Global Credibility Expert, Mitchell Levy is a TEDx speaker and international bestselling author of over 60 books. As The AHA Guy at AHAthat (https://ahathat.com), he helps to extract the genius from your head in a two-three hour interview so that his team can ghostwrite your book, publish it, distribute it, and make you an Amazon bestselling author in four months or less. He is an accomplished Entrepreneur who has created twenty businesses in Silicon Valley including four publishing companies that have published over 800 books. He’s provided strategic consulting to over one hundred companies, and has been chairman of the board of a NASDAQ-listed company. Mitchell has been happily married for thirty years and regularly spends four weeks in Europe with family and friends. Visit https://mitchelllevy.com/mitchelllevypresents/ for an archive of all the podcast episodes. Connect to Mitchell Levy on: Mitchell Levy Present AHA Moments:  https://mitchelllevy.com/mitchelllevypresents/ Thought Leader Life: https://thoughtleaderlife.com AHAthat Radio: https://AHAthatRadio.com LinkedIn: https://Linkedin.com/in/MitchellLevy Learn more about your ad choices. Visit megaphone.fm/adchoices

From account selection to sales plays, Jamie Shanks helps sales professionals understand and adopt best practices for the modern, social sellers. Jamie is the CEO of Sales For Life, which is the de-facto standard in modernizing account-based sales motion. The company specializes in social or digital selling. It evaluates how you sell today and infuses modern digital sales activities into your process.  Account-based selling Account-based selling refers to focusing on a set number of accounts, whether it's organized by territory or strategic value. Instead of relying on inbound leads or channel leads, you must go outbound. Jamie named his book Spear Selling based on a sales analogy of fishing: inbound efforts are a little like fishing with a net because you can't choose the fish that land in your net. When you fish with a spear, you swim in the deep water and choose the whales you're going to hunt.  Typically, companies focus on account-based motion because they need to increase their average annual contract value (ACV) or lifetime value (LTV).  Adopting an account-based approach Companies often get the very first step wrong, which is account selection. Many companies use what Jamie calls wallet-share based thinking. When he was working with a company in the health and wellness space, an account exec pointed to Peloton as a company he was focused on connecting with. When questioned, the AE mentioned that one of the company leaders was a bike enthusiast who thought it might be a good fit.  The truth is that the health company has no more strategic connection to Peloton than its competitors do. In fact, if they went through the data of relationships, they might discover that the competitors have greater social proximity to the account. That means you may devote 8 months trying to win this account to find that there's a hurdle you didn't account for.  Getting the account selection process right is half the equation. Companies that ask their sales professionals to build a list of accounts will likely find that they stack ranked companies based on revenue, number of employees, and market share potential. They didn't think about the fact that people buy from people and relationships matter.  Sales is a game of relationships. If you could reverse-engineer your existing advocates and customers and identify which accounts have the highest social proximity, you'll have an advantage that your competitors can't take from you.  Account-based models A centralized model looks at the equation and asks how certain sales resources like inside sales, BDRs, SDRs, and LDRs can mine the total addressable market. It maps green-flag accounts based on relationships, opportunities, and strengths. They could be referrals, partners to your existing customers, or others you're connected to. Red-flag accounts are those where your competitors have relationships, strengths, and opportunities.  The decentralized model seeks to identify those accounts that a company already has connections to. The idea is that the company can activate those accounts faster than the competitors can.  Companies might go with the centralized model because it uses the $20-an-hour inside sellers to do the work instead of the more-expensive AEs. They might choose the decentralized model because they want everyone in the field to be able to unearth the total addressable market of their area. Each person is the CEO of his own territory. Account selection is a skill that everyone needs to master. Modern digital sellers The modern digital seller selects accounts based on relationships or social proximity and then plans those accounts using four pillars.  Triggers Referrals Insights Competitive Intelligence These sellers build a war room or a simple one-page document that outlines the compelling stories that they can share with their audiences. When they target the accounts, they'll use digital technology like video or LinkedIn to share insights and monitor buying engagement. Use account segmentation to think about how much time you'll spend on every account. Apply Pareto's Law realizing that you'll spend 80 percent of your time on 20 percent of your accounts which will yield 80 percent of your return. You won't spend the same amount of time on every account. These sales concepts have existed forever, but you'll accelerate your momentum because digital technology allows you to identify who cares, who you should focus on, and how you can move the deal through the cycle more quickly.  Digital sales Social selling includes elements like LinkedIn and Twitter and Facebook, but those aren't the only elements. Modern digital sellers use any available technology to aid in the sales process.  Companies that engage in digital account-based selling might go through the following steps: Map the total addressable market. Map the accounts that exist within each vertical. Which accounts do we not have but have open opportunities? Which accounts have we never spoken to? Of those companies we've never spoken to, where do we have a competitive advantage like a trigger or a referral? If they use tools like LinkedIn to map the social networks of their customer base, they can determine whether anyone knows someone at those companies. Together with marketing, the account executives can storyboard to create a series of sales plays, which might include social media or digital tools. They can use LinkedIn to communicate with key executives and invite them to an event because they know that conversion is twice as high with physical meetings as with virtual ones. They are using digital tools to bring customers into the analog world.  Sales play Sales plays are no different than football plays. The play seeks to achieve a certain result. The seller needs a first-down. Digital sellers might use video, emails, phone calls and other tools to tell the story of them versus their competitors.  Your goal at an account is to activate the account. The activation cycle is the number of plays that you'll run against that account. In that time, you'll either qualify them or replace them. You cannot call into this account forever. The best account-based teams have a defined activation cycle. Let's assume it's 90 days. If you don't activate within 90 days, you'll replace it with an account that has a great relationship opportunity.  Sales plays exist inside that cycle. You might have three to eight different stories you tell along that 90-day journey. Those sales plays or touchpoints are organized as cadences and sequences.  If you want to win the biggest and best accounts in the world, most companies aren't coming inbound. You have to tell compelling stories to push them off their status quo.  Build a series Once you've identified your targets, you must build a series of plays and stories that make the person actually care.  What are three to eight different things they want to know about?  Do they want to know about market trends? Do they want to see a real-life video of a customer experience? Will they want to know where they stand compared to their competitors? What does the future hold for your customer? Think about the customer and develop a series of stories before you start hammering away at the phone. #StorySelling Get started using all of the available tools. Jamie calls LinkedIn Sales Navigator one of his favorite. There are 500 million people on that platform. He calls it the world's largest party. “TSE 1176: Specific Account-Based Sales Development Best Practices For The Modern, Social Sellers” episode resources Grab a copy of Jamie's book, Spear Selling. If you're a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!  You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things. I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you're using - Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues.  Audio provided by Free SFX and Bensound.

Account Based Marketing isn't new. Any sales profession will tell you that ABM started as account based sales. Sales has been doing it for years. It's only recently that the marketing teams have picked it up and said “what if we personalized our marketing strategy to our key accounts?” Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova like to say that it's not really about Account Based Marketing, or even Account Based Sales. What it's really about is an Account Based Strategy. Sonjoy says that the problem with ABM is that is places far too much emphasis on marketing. In order for an account based strategy to be successful, you have to have buy in from the entire organization. An entire organization has to align with a strategy, which is no small feat. But before you panic, don't think that you've got to slow yourself down and wait for the entire organization to evolve before starting an ABM approach. Odds are, sales has implementing an account based method for years. It's just a matter of taking that model and bringing the marketing team on board as well. So start small, be realistic, take a multi-channel approach, and you'll be ready to move your organization into a true account based strategy. Want to hear more? Click the link in the first comment.

Jamie Shanks, CEO at Sales for Life and author of SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional, joins me on this episode.

Every sales person has conversations but not every sales person has mastered the art of the conversation. Most sales people don't even have the ability to listen to their own phone calls let alone analyze and break them down. That's now changing. With the introduction of conversational intelligence companies are now able to have systems record calls and analyze them for you. In this episode, Roy Raanani, CEO of Chorus.ai, talks about conversational intelligence and how companies are using phone calls to increase sales.

The art of mapping accounts is just that, an art. It's something that sales people have done for decades and it's not an easy task. In this episode, SVP of sales at Lucid, Dan Cook, talks to us about how companies are mapping accounts to improve their pursuit strategies and ultimately their sales.

Account Based strategies foster greater alignment across Marketing, Sales Development and Sales, and are de rigueur in modern revenue engines. But where do SDR’s fit in to the strategy and how can they add the most value?Jay Tuel is VP of Sales Development at Demandbase, and thought leader in the practice of Account Based Sales Development. Listen in as we deconstruct how he goes about setting up his program to maximize this approach, and where SDRs fit in, on this week’s Podcast! The Sales Development Conference 2019 is coming up August 23rd in San Francisco. EARLY BIRD SOLD OUT, grab remaining tickets while available! https://tenbound.com/conference/ Big thanks to @Darryl Praill of @VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions here... https://www.vanillasoft.com/solutions/business-function/sales-engagement-platform/#SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19#marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm

SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional by Jamie Shanks Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/spear-selling-jamie-shanks The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will: -Increase the volume of opportunities in a territory -Shorten the timeline to opportunity creation in key accounts -Increase the conversion of prospective accounts into customers -Select the right accounts -Plan & Storyboard the engagement strategy -Engage with a structured process -Activate & educate with a Bold & Different strategy than the competition -Run or Replace (build sales pipeline with an objective framework). If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.

Jamie Shanks is a world-leading Social Selling expert and author of the book SPEAR SELLING. On this episode Jamie explains how we can go about landing huge deals with massive enterprise organisations. Resources: @JamietShanks SalesForLife.com Jamie on Linkedin Book: SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional The post #617: Winning HUGE CONTRACTS From Enterprise Buyers With Jamie Shanks appeared first on Salesman.org.

  Jamie Shanks is CEO of Sales for Life, the world's definitive social selling training and coaching company. He is a world leading social selling expert responsible for pioneering the space. Jamie is also the author of ‘SPEAR Selling’, the ultimate Account-Based Sales guide for the modern digital sales professional. In this episode, Jaime reveals the best ways to implement an account based selling strategy.  Here are some of the topics covered in this episode:    How to build a relationship with your customers by using account based selling What is SPEAR Selling and how it helps you to effectively use account based selling New ways to prospect to be ahead of your competition Tips to activate your accounts faster by using videos   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest: Jamie Shanks is a world-leading Social Selling expert and CEO of Sales for Life, the world's definitive social selling training and coaching company.  He has trained over 10,000's of sales professionals and leaders all around the world.   Jamie is the author of ‘SPEAR Selling’, the ultimate Account-based guide for the modern, digital seller and sales leader. The S.P.E.A.R. process helps companies to increase sales pipeline in key accounts.   He has also written the book "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer", which was #1 Amazon Hot New Release in Sales. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures.   Linkedin: linkedin.com/in/jamestshanks Website: salesforlife.com ‘SPEAR Selling’ on Amazon : https://goo.gl/b9HYHL Listen to more episodes of the Outside Sales Talk here and watch the video here!

Full episode notes and links >> Lee and Reply.io started a few years ago with $0 in funding and an ok product. After initial groundwork and a few hires, they raised a seed round of $400K and went to work on product and sales process. Today they are highly-profitable with 60 team members, fully distributed and a kick-ass sales system. If you are: A B2B organization in a growth phase, Dealing with sales and marketing alignment issues, Curious when and how to implement partnership strategies, Or are unsure if an Account-Based Sales strategy is right for your business… Then have a listen to this episode. The theme today is scaling a B2B sales and marketing system. In this hour-long episode, Lee and I discuss: Reply's scaling stages, and key inflection points at each. Account-Based Selling - what it is, how do you determine if it's right for your business, and what do you need in terms of technology or personnel to enable an ABS model... We then spend 20min detailing Partnership Program strategy (highly-recommend listening to that segment if nothing else.) And Lee gives us his view on the martech ecosystem and outlook on the future. To subscribe for show notes, exclusive access to guests and more, join us at https://marketingautomation.fm/ --- Support this podcast: https://anchor.fm/marketing-automation/support

Account based revenue strategy (ABR) has been a buzzword in the sales world, yet few people understand it or use it properly. Trish Bertuzzi, interviewed by John Golden, explores the ways that using ABR can help, or hurt, your organization.

  I talk this week with one of the masters of B2B sales, digital selling, a good friend, Jamie Shanks (CEO at Sales for Life) in an episode I call Selling with Spears: Account-Based Sales Development Best Practices with Jamie Shanks ----more---- I asked Jamie:  "I've noticed in a lot of your marketing, and a lot of your messaging, that you've made the shift from social selling to digital selling. Help me understand, what's the difference, and why is it important to think about this, broader than just social channels, today?" To whet your appetite, here is part of Jamie's reply.  Read the full transcript and/or listen below. "...the reality is that social media is only one mechanism to help a seller connect with a buyer. Other digital platforms, like video is one, and is soon emerging, and I believe is the next wave, artificial intelligence and machine learning, are all digital data points. Remember, you're using these tools for research, for account planning, for account engagement, for account qualification and disqualification. All of these digital tools and fingerprints that customers are leaving around, can be harnessed to help a seller. And so we're evolving it towards digital. And in fact, even companies like LinkedIn are evolving it beyond digital. They don't even call it digital anymore, it's being called modern. That's all that it is. Because at the end of the day, social selling, digital selling, it's all just selling. It's just infusing the 21st century into your sales place."You can follow Jamie on Twitter @jamieshanks and check out his latest book, SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional _______________________________________________________________________________________________________ Sales Pipeline Radio is sponsored and produced by Heinz Marketing on the Funnel Radio Channel.  I interview the best and brightest minds in sales and Marketing.  If you would like to be a guest on Sales Pipeline Radio send an email to: sheena@Heinzmarketing.com.

Lydia Sugarman has mounted art exhibitions in New York and Moscow, including the first “unofficial” artist to show at the Central House of Artists after the Wall fell, produced independent films including Vin Diesel’s first short film, skied the Alps, climbed the Great Wall, raced in outlaw bike messenger races in New York and San Francisco. Lydia is a recognized authority, with a uniquely sophisticated understanding of Integrated Agile Marketing (TM), Account-Based Sales, and Customer Success that spans the entire customer Lifecycle.  She is the founder/CEO of Venntive, an integrated Customer Data Platform, a Complete CRM ecosystem of business applications for marketing, sales, and customer relationship management. Venntive's scalable, enterprise-level functionality has a 75% lower TCO than its competitors.  For fun and profit, Lydia is also the CEO of GirlGroove.com, a destination for women, men + their partners to discover new levels of intimacy. https://www.linkedin.com/in/lydiasugarman/ https://venntive.com    

Often discussed but rarely understood, account based sales and marketing are the new buzzwords of industry. How has this new approach changed B2B sales? To find out, we invited Chuck Frydenborg and Mariana Just to come on the B2B Revenue Executive Experience podcast. Chuck serves as Vice President, Global Sales and Mariana as Director of Revenue Marketing & Operations at Acrolinx, an AI platform that uses linguistic analytics to improve corporate content. According to Mariana and Chuck, marketing and sales exist within an intellectually diverse landscape in which buyers are ⅔ to ¾ of the way through the decision-making process about a product or service before contacting the company's sales team. Both Chuck and Mariana bring deep experience in their respective fields, and we had a chance to ask them about team building, alignment, and building relationships for success in account based sales and marketing.

Often discussed but rarely understood, account based sales and marketing are the new buzzwords of industry. How has this new approach changed B2B sales? To find out, we invited Chuck Frydenborg and Mariana Just to come on the B2B Revenue Executive Experience podcast. Chuck serves as Vice President, Global Sales and Mariana as Director of Revenue Marketing & Operations at Acrolinx, an AI platform that uses linguistic analytics to improve corporate content. According to Mariana and Chuck, marketing and sales exist within an intellectually diverse landscape in which buyers are ⅔ to ¾ of the way through the decision-making process about a product or service before contacting the company's sales team. Both Chuck and Mariana bring deep experience in their respective fields, and we had a chance to ask them about team building, alignment, and building relationships for success in account based sales and marketing.

Denis Tassitano, Diretor de Vendas da SAP Brasil, dá dicas de como vender para grandes empresas usando a abordagem Account-based Sales. Confira o episódio!

In this episode of the CPSA Sales Hacks show, we'll consider account-based sales strategies with guest sales expert, Leanne Hoagland-Smith. According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales?

I don't care about account-based marketing, I care about account-based sales. The problem with account-based sales is it's an idea most people have heard about but nobody knows what to actually do. For this reason, effective account-based sales requires sales reps who consider themselves the CEO of their territory and own their number. This is how we do it at at InsideSales.com. If you have a good idea, let's get'er done and that's exactly what Joey Wood and Jack Ballash, two of InsideSales.com's top sales reps, did. Rather than simply use LinkedIn or call their prospects, Joey and team brainstormed an account-based sales campaign that utilized a variety of communication methods to drive some big time results in a short amount of time. In This Episode You'll Learn: How to run an effective account-based sales campaign The results of our account-based sales campaign The Dos and Don'ts of account-based sales Links and Resources Mentioned in This Episode: Gabe Larsen LinkedIn Posts Joey Wood's LinkedIn InsideSales.com Playbooks

"Your net worth is directly correlated with your network" says Demarr Zimmerman, a self-proclaimed keep in touch strategist. Demarr has spent the last thirteen years helping companies use hand written notes and gifts to get in contact with hard-to-reach prospects and grow relationships with customers. In this episode, Demarr discusses why keep in touch strategies are important and how sales people can begin to execute them. In This Episode You'll Learn: Why hand written notes and gifts are an important part of sales and marketing What is gifting in an account-based sales process How sales reps are winning use hand written notes and gifts in the sales process Links and Resources Mentioned in This Episode: Send a Free Gift at AcceleratorCards.com Send a Free Card at AcceleratorCards.com

A cadence is a sequence of activities that increases contact and qualification rates. In the past there has been four key pillars of a cadence but in an account-based model if you're not using the 5th pillar you've in a bad place. Gifting or sending direct mailers is the 5th pillar and it's a key aspect to winning in an account-based model. In this episode, Braydan Young, co-founder of Sendoso, talks about the idea of gifting and what companies should be thinking about to run this play successfully in an account-based sales approach. In This Episode You'll Learn: What is the idea of gifting or sending direct mailers as part of the sales process What are some of the best gifting ideas in sales and how can you use them Where should you use gifts in the sales process Links and Resources Mentioned in This Episode: Sendoso.com Braydan's LinkedIn The Sales Acceleration Group Gabe Larsen Facebook

Chad Burmeister | The Step-by-Step Guide to Account Based Sales Development by Enterprise Sales Podcast

Sales has changed in the last years and it keeps evolving. Many of the changes have occurred as a response to a change in buyers and adapting to constantly changing markets. Account based selling is one of these new emerging sales tactics. My guest shares what account based sales is all about and what it takes to implement this new way of selling.

So I'm bringing in Vicki Godfrey on the show today. She is the Chief Marketing Officer at Avention, a B2B data company that helps sales and marketing professionals with company and contact information so they can be successful in growing their businesses. Today, Victoria shares about what you can do to help your sales and […] The post TSE 448: Why Your Account-Based Sales Strategy Is Failing And How Data-Driven Sales Can Help. appeared first on The Sales Evangelist.

Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts.

Jon Miller, the Co-Founder and CEO at Engagio, was a recent guest on B2B Nation. In this episode, we discussed the strategy that makes up ABM, how ABM changes marketing and sales processes, how to implement account-based sales development, a real life example of ABSD, the CO:LLABORATE conference, and more!

In this episode we talk to Jon Miller, CEO and Co-Founder at Engagio.

We’ve preached the virtues of aligning sales and marketing numerous times, but it’s especially important with an account-based strategy. Due to the narrow focus on target accounts, maintaining a consistent outreach message from both salespeople and marketers can be tricky if the two departments aren’t communicating well. Keeping everyone on the same page saves time and effort for both teams. In this episode, Noel Coleman, President of Connect Healthcare, gives four ways to increase the impact of outreach messages through account-based sales and marketing alignment.

As a consultant, Gabe has the unique advantage of visiting different companies and seeing their sales motion. Every once and awhile, he visits a company and experiences something less than stellar. A few weeks back, Gabe visited a company who was in the middle of a transition to an account-based approach. Diving into the weeds, Gabe reviewed the process beginning to end and discusses and debates with Steve the lessons learned. In This Episode You'll Learn: What not to do when identifying target accounts Issues reps face when identifying target contacts How reps can waste time trying to find optimal contact information The need to structure your outreach strategy Links and Resources Mentioned in This Episode: How to do Account-Based Sales . . .Not LinkedIn Post Account-Based Everything Webinar w/ Trish Bertuzzi, Matt Heinz, Gabe Larsen 16: Leveraging Account-Based Marketing and Account-Based Sales in the Enterprise w/Ken Krogue, Jon Miller, & Rich Neal

If you're not experienced the American Association of Inside Sales Professionals or the AA_ISP, you'll need to take some time to check it out. The Association focuses on all things Inside Sales and the co-founder and chairman, Bob Perkins, joined us to talk about the three biggest trends he sees in the Inside Sales space. In This Episode You'll Learn: The three trends in inside sales Sales Acceleration technology. How companies are figuring out what's working and what's not. People problems. How companies are dealing with hiring, on boarding, and training. Shift from outside sales to inside sales. How companies are making this move. Links and Resources Mentioned in This Episode: Bob Perkins' LinkedIn Sales Development Technology Guide Episode 12: How I Broke The Rules and Doubled Oracles Inside Sales Revenue w/Dan Freund

With account-based sales development, the more specific and focused you can be for your client the better. When you have a segmented and focused process, each team has specific functions, and it’s easy to boil down the core metrics to track. You’ll gain specific insights to see how well the process is working, what’s successful, and what needs to be adjusted. In this episode, Jeremy Boudinet, Director of Marketing at Ambition, dives into four chapters from the Bridging The Gap, the ultimate guide to account based marketing & sales alignment for predictable growth.

High-performing sales development professionals know they can’t rely solely on marketing to cast a wide net and find the perfect buyer. If they want to be successful, sales development professionals must master a more targeted approach and go after the big fish themselves. In this episode you'll learn: How to move beyond the high velocity sales model to account-based selling strategies How to build a pipeline of targeted accounts What you must do to expand existing relationships quickly How you can discover and connect better with more decision makers Latest digital sociological research on the interest, attitudes and opinions of account-based sales personas Links and Resources Mentioned in This Episode: Link to Webinar for Slides Jon Miller, Founder and CEO of Engagio Ken Krogue, Founder and Chief Evangelist of InsideSales.com Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience' Episode 2: What's All This Talk About Account-Based Sales Episode 9: Account-Based Everything w/Patrick Schneidau Episode 5: The Five-Billion Dollar Playbook w/David Rudnitsky

William Wickey is the senior manager of content and marketing at LeadGenius and co-author of the e-book, Bridging the Gap: The ultimate guide to account based marketing and sales alignment for predictable growth. In this episode of The SaaS revolution Show, William gives us a lesson in account based sales and marketing.

News Tech Disruptor 50 InsideSales.com is #31 http://www.cnbc.com/2016/06/07/insidesalescom-2016-disruptor-50.html Microsoft Purchase of LinkedIn http://www.nytimes.com/2016/06/14/business/dealbook/microsoft-to-buy-linkedin-for-26-2-billion.html Overview The latest InsideSales.com research suggests deal sizes have grown more than 5.5 percent, meaning companies are moving upstream and chasing bigger deals. In this new sales environment, applying the same tactics you used before won’t produce success. A different approach, a different process and different systems are all required to hunt whales. After more than 200 sales consultations, Gabe has discovered five secrets to closing bigger deals. The Business Growth Index The InsideSales.com Business Growth Index is a comprehensive research report that reveals important indicators of sales confidence, sales priorities and the impact of technology on a company’s sales performance and bottom line. A key finding from the BGI Study is that companies are going whale hunting (moving up stream) Sales cycle 6.4% longer (75 days to 80 days) Close rate 2.1% lower Deal size 5.5% larger #1 The Account Based Model If you're going after seven figure deals you will have to practice an account-based model. As the name implies, account-based sales is a unified strategy to generate revenue by focusing on personalized prospecting initiatives that lead to a value-based sale. #2 Solidifying your Sales Tech stack Nearly 1-5 leaders or 18.8% of sales leaders who reported deal size growth in 2015 indicated that predictive tech gave them a boost in driving larger deal sizes. CRM, sales intelligence, sales presentation, data list services top the list as the most widely used sales acceleration technologies. #3 Managing Pipeline In order to close deals you must have a structured way of reporting and maintaining these deals. It starts with pipeline management. Here are five ways to optimize your pipeline stages: Understand your model – transactional vs relational Define stages, milestones, and outcomes Ensure stages cover the entire funnel Stages should be distinct Measure drop-off in conversation rates #4 Sales Management Cadence With a pipeline management strategy in place, you next need the ability follow up on important deals through a structured management cadence. This requires annual, semi-annual, quarterly, monthly, and weekly activities to occur. As part of a solid management cadence, a forecast cadence should be established to ensure proper forecasting. #5 Individual and Team Coaching Program Every great individual contributor has a coach and so should you. Coaching programs should be run weekly to help reps continually hone their skills and approaches. We discuss what an optimal four week coaching cadence consists of.

There is a lot of buzz in the Sales Acceleration space about Account-Based Sales. In this episode we breakdown why people are even talking about it, what it really means, and who this strategy is right for. Why Are We Talking About Account-Based Sales? It's a surprise we're talking about Account-Based Sales but you can't deny it, you have to embrace it. Breaking Down the Definition of Account-Based Sales Prospecting Prospecting is the first part of Account-Based Sales. We define it so we can better understand how to execute it. What Are the Reasons for the Reawakening of Account-Based Strategies? There are multiple reasons but we narrow it down to three. **Who Is the Account-Based Model Right For? This model is not right for everyone and frankly, most organizations need to be open to running multiple types of models. Who Owns the Account-Based Initiative? If everybody is owning different parts of the account-based strategy, who ultimately owns it? The Evolution of the Account-Based Model You can't start at 60mph, you have to understand where you are and then get a plan to evolve your account-based strategies.