In this video interview, Jen Spencer, VP of Sales and Marketing at Allbound discusses engaging buyer personas and event marketing.
“If you want to do effective ABM, you have to combine outbound with inbound," says Andre Yee, CEO of Triblio, in the video interview about ABM.
When you build your strategy, start with the numbers. Here are some key ABM statistics VPs of Marketing need to know.
Your SDR’s time is worth more than what you pay her. The key to understanding just how much is factoring opportunity cost into the equation.
“I owed people money. I needed to make money fast.” This was the start of Garth Moulton’s career in technology. Garth Moulton is the SVP of Business Development at Pipl. Before Pipl, Garth co-founded and scaled Jigsaw which was acquired by Salesforce in 2010 to power their Data.com database. Garth recently stopped by LeadGenius to share some of lessons about hiring the right people, life after selling, and moments of disaster.
A well-built Ideal Customer Profile (ICP) contains demographics for multiple contacts at an account, firmographics, technology use, and custom data.
The short answer to why sales people keep emailing you, even after you ignored, say, their first 4 emails is simple: odds are, you might come around. LeadGenius data shows that most salespeople give up too quickly and should possibly send you more emails—32% of the positive replies sent through their email outreach service came in response to their 2nd, 3rd, 4th, or 5th cold email.
Relocation, career transition, discharge, deployment, redundancy elimination, asked to resign, [...]
This isn’t just a content strategy or a play at “thought leadership,” it’s also how we passively validate leads. Keeping one general principle front and center at every point of interaction helps small sales and marketing teams reinforce the appeal of their core product and find the leads that will have the most payoff.
There is a lot great of information out there on how to send a good initial cold email, but the truth is there’s a good chance your prospect won’t reply. If you’re like most B2B sales reps, you’re averaging reply rate hovers around a 12%. If you’re really good, you’re north of 15%. However, nearly half of all salespeople give up after one attempt, according to Scripted. It’s easy to think, “If I just gave my best effort with a great 1st email, then what are the chances a prospect will reply to any subsequent emails? I should just move on to the next lead.” It’s logical to think this, however, it’s dead wrong.