LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT- BASED SALES IN THE ENTERPRISE Featuring: Jon Miller, Founder and CEO of Engagio Ken Krogue, Founder and Chief Evangelist of InsideSales.com Special Guest: Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience'
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Webinar: Leveraging Account-Based Marketing and Account-Based Sales in the Enterprise
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LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASED SALES
IN THE ENTERPRISEFeaturing: Jon Miller, Founder and
CEO of Engagio
Ken Krogue, Founder and Chief Evangelist of InsideSales.com
Special Guest: Rich Neal, Founder and CEO of mPathDiscovery
and author of 'Expanding Sentience'
How this will work• This webinar will last about 45 mins + Q&A
• Type in your questions in the Q&A box as you think of them
• Join the conversation using #InsideSalesWebinar
• This is being recorded… I’ll tell you how to access the recording at the end
ANUM is the New BANTB = BudgetA = AuthorityN = NeedT = Timing
A = AuthorityN = NeedU = UrgencyM = Money
Old New
Authority is more important than ever!B = BudgetA = AuthorityN = NeedT = Timing
A = AuthorityN = NeedU = UrgencyM = Money
Old New
The Circle of Influence
The Path to Power
Company data points1. Pre-existing technology = Need*2. # of Employees = Need*3. # of Sales Reps = Need*4. Industry = Need*5. Inside Sales Structure = Need6. Business Type = Need *7. Buying Mode = Need8. Defined Timeline = Urgency9. Funding Capability = Money*10. Budgeted Funding = Money
*Indicates data that we could append to the lead before we called.
Contact data points1. Title Level = Authority* 2. Title Function = Authority*3. Degree of Influence = Authority4. Management Directed = Authority5. Easy to Reach = Authority6. Decision Making Role = Authority7. Content Offer Type Category = Need*8. Content Lead Source Category = Need*9. Urgency of Perceived Need = Urgency10. Compelling Event Defined = Urgency
*Indicates data that we could append to the lead before we called.
SUPPORT STAFF Echoing Mission StatementEchoing Mission Statement
Echoing Mission Statement
SALES N/A N/A Increase $/sale
RESEARCH FOCUS: WHAT MATTERS MOST TO THESE BUSINESS PERSONAE?
mPathDiscovery’s Analytic and Reporting Systems offer data-driven, behavioral science-derived insight into the thoughts and actions of market participants involved in dynamic issues that affect you.
Account Based Metrics Are DifferentDemand Generation Account Based MarketingLeads AccountsQuantity QualityDays and Weeks Months and YearsCreate Pipeline Influence PipelineNew Business Land and ExpandInbound Outbound
• Marketing isn’t sufficient for comprehensive account-based outreach
• Account based marketing and account based sales development perpetuate silos – need Account Based Everything
• Outbound does not need to mean interruption; use account-specific research to maximize relevance
• Coordinate account-based plays across channels and players for maximum impact
• Lead to Account Matching is the foundation of account-centric success
Top Tweetable Takeaways
@jonmiller
engagio.com/GuideGet your free copy today!
The Clear and Complete Guide to
Account Based
Marketing
Webinar Recording & Free Resources• Tomorrow we will email you a link to today’s recorded
webinar, feel free to share it with your colleagues• Take advantage of the resources available for download
How to Create a Winning Sales Cadence and Improve Contact Rates
Cadence is a sales industry buzzword many use but few understand.Whether or not you completely grasp the concept, it’s essential in helping organizations break through the clutter and capture the attention of today’s savvy buyers.This webinar will help sales leaders learn the best practices around creating a winning sales cadence and how to improve contact and conversion rates.
In this webinar you’ll learn:
• The true definition of cadence and a number of examples you can apply to your own sales process
• Tried and tested persona-based cadence best practices
• Which modern technologies and methodologies will help you build the right cadence
WATCH NOW link in the free resources window
Q&A
Jon Miller Founder & CEO
at Engagio
LinkedIn.com/in/JonMiller2 @JonMiller
Ken KrogueFounder and Chief Evangelist
at InsideSales.com
LinkedIn.com/in/KenKrogue@KenKrogue
Rich NealFounder and CEO at mPathDiscovery
LinkedIn.com/in/RRneal
In this ebook, we invite you to tour a day in the life of a top performing rep to see how your team can:
• Leverage data science to increase revenue by as much as 30% in 90 days
• Increase cold calling and sales prospecting dials, contacts and conversions
• Stay focused on the right leads, opportunities and activities for maximum success
DOWNLOAD NOW in the free resources window
CSO Insights reports that the average sales rep only spends two days a week effectively selling
Cold Calling and Sales Prospecting: A Day in the Life of a Top-Performing Sales Rep
The Ultimate Sales Development Technology Guide
Find out what you should look for when selecting sales development technologies
In this eBook, you will receive:
• The crucial steps in the sales process and the technologies that support them
• A checklist of important features to consider before you buy