The Next-Generation Sales Development TeamTeleverde
Inside View along with Televerde built a next-generation sales development team utilizing the latest marketing technology. This case study was presented at Sirius Decisions 2019 in Austin.
Tracxn - Top Business Models -Consumer Tech - Apr 2022Tracxn
Here's a detailed analysis of top #BusinessModels in Consumer rebrand.ly/w3b0bta
Get these reports for any #PracticeArea of your interest delivered to your mailbox for free! Subscribe @ https://rb.gy/cx2upn
This document discusses Sportingbet's expansion into the Brazilian market. It outlines challenges in Brazil's gaming industry landscape including a state gaming monopoly and lack of awareness/trust in online gambling. The document then details Sportingbet's multi-phase plan to enter Brazil, including market research, business planning, execution, and development. Key elements of the plan are building awareness through marketing campaigns, educating customers on how online gambling works and building trust, and retaining customers through ongoing promotions, rewards, and customer support.
How To Build a Winning Conversion Optimization StrategyVWO
[VWO Webinar]: Getting your prospects to pay attention to your website is essential whether you’re running an eCommerce brand or generating leads for your sales team. So it's imperative to have a killer conversion optimization strategy in place to drive growth.
Watch VWO and Ladder sharing conversion rate optimization insights on:
How to craft a CRO strategy with structured hypotheses
How to make use of both technical best practices and
data-driven marketing
Leveraging data to identify the weakest point in your funnel
Your ideal CRO Toolkit - tools you need for optimization
Building a framework of priorities - knowing what to test/implement first
This investor presentation by Zillow Group discusses the company's strategic priorities and financial performance. It contains forward-looking statements about future financial performance that involve risks and uncertainties. Zillow Group operates the largest online real estate network and its brands reach over 195 million unique users monthly. The company generates revenue primarily from Premier Agent and Mortgage products and services that help real estate professionals with marketing and growing their businesses. Zillow Group aims to grow its audience, create better consumer experiences, evolve revenue models, and attract top talent to leverage its culture of innovation.
This document summarizes Mint, a personal finance management tool. It allows users to track spending, savings goals, and net worth. Mint makes money through referral fees when users switch financial products based on Mint's recommendations. The document outlines Mint's market size and opportunity, competitors, value proposition, user and partner acquisition strategies, business model, and projected financials. It expects rapid user and revenue growth as it acquires users through viral and partnership channels and converts them through intelligent suggestions.
Pricing Strategy: How To Win With Subscription Pricing ModelsZuora, Inc.
http://bit.ly/PricingStrategySlide This presentation is focused on your pricing strategy and how to drive massive revenue growth. Zuora and our partner Simon-Kucher do lot of events together – pricing is always one of the most popular topics, because it’s such an important strategic lever. Pricing is even more important for subscription businesses – We’ll discuss why. We’re fortunate to work with a lot different types of subscription businesses and we learn about their subscription journeys – this is the content that we want to share with you. http://bit.ly/PricingStrategySlide
The Next-Generation Sales Development TeamTeleverde
Inside View along with Televerde built a next-generation sales development team utilizing the latest marketing technology. This case study was presented at Sirius Decisions 2019 in Austin.
Tracxn - Top Business Models -Consumer Tech - Apr 2022Tracxn
Here's a detailed analysis of top #BusinessModels in Consumer rebrand.ly/w3b0bta
Get these reports for any #PracticeArea of your interest delivered to your mailbox for free! Subscribe @ https://rb.gy/cx2upn
This document discusses Sportingbet's expansion into the Brazilian market. It outlines challenges in Brazil's gaming industry landscape including a state gaming monopoly and lack of awareness/trust in online gambling. The document then details Sportingbet's multi-phase plan to enter Brazil, including market research, business planning, execution, and development. Key elements of the plan are building awareness through marketing campaigns, educating customers on how online gambling works and building trust, and retaining customers through ongoing promotions, rewards, and customer support.
How To Build a Winning Conversion Optimization StrategyVWO
[VWO Webinar]: Getting your prospects to pay attention to your website is essential whether you’re running an eCommerce brand or generating leads for your sales team. So it's imperative to have a killer conversion optimization strategy in place to drive growth.
Watch VWO and Ladder sharing conversion rate optimization insights on:
How to craft a CRO strategy with structured hypotheses
How to make use of both technical best practices and
data-driven marketing
Leveraging data to identify the weakest point in your funnel
Your ideal CRO Toolkit - tools you need for optimization
Building a framework of priorities - knowing what to test/implement first
This investor presentation by Zillow Group discusses the company's strategic priorities and financial performance. It contains forward-looking statements about future financial performance that involve risks and uncertainties. Zillow Group operates the largest online real estate network and its brands reach over 195 million unique users monthly. The company generates revenue primarily from Premier Agent and Mortgage products and services that help real estate professionals with marketing and growing their businesses. Zillow Group aims to grow its audience, create better consumer experiences, evolve revenue models, and attract top talent to leverage its culture of innovation.
This document summarizes Mint, a personal finance management tool. It allows users to track spending, savings goals, and net worth. Mint makes money through referral fees when users switch financial products based on Mint's recommendations. The document outlines Mint's market size and opportunity, competitors, value proposition, user and partner acquisition strategies, business model, and projected financials. It expects rapid user and revenue growth as it acquires users through viral and partnership channels and converts them through intelligent suggestions.
Pricing Strategy: How To Win With Subscription Pricing ModelsZuora, Inc.
http://bit.ly/PricingStrategySlide This presentation is focused on your pricing strategy and how to drive massive revenue growth. Zuora and our partner Simon-Kucher do lot of events together – pricing is always one of the most popular topics, because it’s such an important strategic lever. Pricing is even more important for subscription businesses – We’ll discuss why. We’re fortunate to work with a lot different types of subscription businesses and we learn about their subscription journeys – this is the content that we want to share with you. http://bit.ly/PricingStrategySlide
Business Framework Value Proposition PowerPoint Presentation SlidesSlideTeam
Are you preparing to give PowerPoint presentation on business framework value proposition? Not finding the right designs and graphics? No worries! We present you, our predesigned and content ready business framework value proposition PowerPoint presentation templates. This customer value proposition PPT presentation will be useful for middle-level management to define company’s internal strategy to the senior level. It includes company overview, product, and services, elevator pitch, problem areas, find a solution, value proposition product & services, company revenue model & expense model. It also includes company’s growth strategy, competitive landscape, two product comparison, SWOT analysis, business shareholders pattern etc. Want to make PPT slides on business strategy, value proposition, personal value proposition, company values, customer value proposition framework, value proposition model and value marketing, employee value proposition, strategic management, value proposition model. You can deploy this value-focused enterprise model presentation. Download business framework value proposition PowerPoint presentation slides now. Get everyone to come to an agreement with our Business Framework Value Proposition PowerPoint Presentation Slides. It helps identify disputed aspects.
This document discusses how B2B sales are evolving and the need for reinvention. It notes that B2B buyers now do more research independently before engaging with sales. It also outlines Accenture's approach to transforming B2B sales through an integrated solution combining customer relationship management, intelligent sales experiences, data and analytics, and intelligent operations. The solution aims to drive outcomes like improved win rates, lead qualification productivity, and revenue growth for clients.
Mailchimp: Scaling Experimentation Across TeamsOptimizely
Mailchimp, an all-in-one marketing platform for small businesses, has built innovative, beautiful products that empower those businesses to scale. No longer just an email marketing tool--the shiny, new marketing platform’s mission is to empower the underdog to connect with their audiences and create the customer loyalty that’s needed to grow.
In this webinar, Anne Reints, Senior Manager, Growth Analytics & Experimentation at Mailchimp, will discuss how Mailchimp is continuing to build a culture of experimentation and has leveraged testing across both their product and marketing teams.
Join this webinar and learn:
The history of growth and experimentation at Mailchimp
How Mailchimp grew their experimentation program by 6,000%+ in 12 months, going from just 1 experiment to over 60
About the launch of their internal Experimentation Resource Group
How they created a data-driven decision-making framework across the company
Zalora is an e-commerce fashion retailer in Southeast Asia that faces challenges in growing its business in the region. To address this, Zalora focuses on sourcing international and local brands, operates local warehouses for delivery, and tailors its marketing and operations to each country. It aims to provide a high-quality curated selection through an emphasis on understanding customer behavior and preferences to engage customers through multiple online and offline channels.
Coinbase pitch deck designed by Zlides
Want to create a pitch deck that inspires your audience? Get your FREE presentation kit designed by Zlides: http://bit.ly/slideshare_zlides
E Commerce Product Management Powerpoint Presentation SlidesSlideTeam
The document discusses e-commerce and related topics like product management, business models, revenue models, and payment methodologies. It covers introduction to e-business and e-commerce, organizational structure, infrastructure, trends, growth drivers, strategies, applications like supply chain management and CRM, and implementation KPIs. Slides include descriptions, diagrams, and explanations of concepts.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
A pitch deck template with sample copy to help technology startups sell their business concept to angel investors and VCs. Inspired by pitch deck words of wisdom from Dave McClure (500 Startups), AirBnb, Guy Kawasaki and Venture Hacks (the folks behind AngelList).
YOU MIGHT ALSO LIKE THESE PITCH DECK EXAMPLES & TEMPLATES:
> Airbnb pitch deck @ https://pitchdeckcoach.com/airbnb-pitch-deck
> Sequoia Capital pitch deck template @ https://pitchdeckcoach.com/sequoia-capital-pitch-deck
> FREE pitch deck template download @ https://pitchdeckcoach.com/free-pitch-deck-template
> Pitch deck guide with hints, tips, and a worked example @ https://pitchdeckcoach.com/pitch-deck-template
NEED HELP WITH YOUR PITCH DECK?
See how I can help then book a free call @ https://pitchdeckcoach.com/
MORE PITCH DECK RESOURCES @ https://pitchdeckcoach.com/pitch-deck-template#resources
This document provides 8 methods for B2B prospecting: 1) referrals, 2) networking, 3) seminars, 4) trade shows, 5) content marketing, 6) social media, 7) cold calling, and 8) advertising. Each method is accompanied by a brief description and recommendation for using that method to find more prospects. Overall, the document offers various strategies for business-to-business sales and marketing professionals to discover new leads and grow their sales pipelines.
This document provides a product marketing framework consisting of several key areas: market insight, message, product strategy, go-to-market strategy, product launch, enablement, and buyer/customer journey stages from awareness to renewal. For each area, the document outlines representative scope, actions, and sample outputs. It emphasizes that product marketing requires collaboration with other functions like product management and exists to drive profitable revenue through the customer journey.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
Go To Market Strategy Example Ppt PresentationSlideTeam
Presenting this set of slides with name - Go To Market Strategy Example Ppt Presentation. This is a five stage process. The stages in this process are Provocation, Discovery, Diagnostic, Design, Recommendation. https://bit.ly/36k8HOq
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Amplitude Series C Deck (Abridged) August 2017Amplitude
This document summarizes Amplitude's Series C funding round from April 2017. It introduces the executive team which includes the CEO and Founder Spenser Skates who graduated from MIT and DRW. It then discusses how product drives business outcomes and how understanding complex user behavior is important for product teams to improve conversions and growth. It also notes that the $17B analytics industry lacks tools to solve tying user behavior to business outcomes in a fast, scalable way.
Retailers, meet tomorrow’s power shoppers: Gen Z Adyen
Is your business ready for Gen Z? The world has been hyper-focused on how Millennials are changing our economy, especially in retail. But the next big shift will be driven by Generation Z.
Adyen commissioned an exclusive U.S. survey to understand the shopping habits and expectations of this impactful generational group. A sneak peek at the data about Gen Z:
- 60% think it’s important for brands to value their opinion
- 93% prefer to shop without help from a sales associate
- 70% are tastemakers who influence their family’s spending
- 48% expect to be able to return or exchange items bought online in a store
- 46% are using chat apps to communicate with brands
We know brick and mortar isn’t dead. But Generation Z is the most tech-savvy set of buyers yet. What do retailers need to know to prepare for the next wave of shoppers?
Download the full report on GenZ here http://bit.ly/2ydRDGL
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your MarTech stack and marketing database support your ambitious ABM efforts?
In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a MarTech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover:
-How predictive marketing enables ABM
-Building a martech infrastructure for ABM
-How to structure the right ABM programs
-Understanding how analytics change with ABM
-Achieving marketing and sales alignment
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your martech stack and marketing database support your ambitious ABM efforts?
In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a martech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover:
How predictive marketing enables ABM
Building a martech infrastructure for ABM
How to structure the right ABM programs
Understanding how analytics change with ABM
Achieving marketing and sales alignment
Learn how a LeadLife customer, designed a successful lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
See the blueprint they used and gain valuable insight on how your organization can increase "sales ready" leads and drive marketing ROI.
A Deep Dive into Account Fit: How to build the perfect account list & targeti...RollWorks
You can view the full webinar here: https://www.rollworks.com/resources/webinar/a-deep-dive-into-account-fit/
In this webinar DataFox joins us to talk about account fit, how to determine your target account list, and get set up for ABM success.
We also cover types of account-based marketing ads such as company name ads, persona based ads, and ads for sales stages. You'll learn:
How to define your ideal customer from your data
How to create the perfect account list
How to use targeted ads to reach those customers at the right time
Riyaz Hyder shares lessons learned from building marketing functions at four startups, two of which failed. He discusses basic marketing concepts like defining personas, setting goals, and mapping the customer lifecycle. Riyaz emphasizes quant-based marketing approaches like identifying buyers, measuring results, and refining campaigns. He also covers budgeting for growth, choosing the right marketing channels, tracking key metrics, attributing results, and using marketing automation and CRM tools. The presentation aims to help others avoid failures and build sustainable, data-driven marketing funnels.
Business Framework Value Proposition PowerPoint Presentation SlidesSlideTeam
Are you preparing to give PowerPoint presentation on business framework value proposition? Not finding the right designs and graphics? No worries! We present you, our predesigned and content ready business framework value proposition PowerPoint presentation templates. This customer value proposition PPT presentation will be useful for middle-level management to define company’s internal strategy to the senior level. It includes company overview, product, and services, elevator pitch, problem areas, find a solution, value proposition product & services, company revenue model & expense model. It also includes company’s growth strategy, competitive landscape, two product comparison, SWOT analysis, business shareholders pattern etc. Want to make PPT slides on business strategy, value proposition, personal value proposition, company values, customer value proposition framework, value proposition model and value marketing, employee value proposition, strategic management, value proposition model. You can deploy this value-focused enterprise model presentation. Download business framework value proposition PowerPoint presentation slides now. Get everyone to come to an agreement with our Business Framework Value Proposition PowerPoint Presentation Slides. It helps identify disputed aspects.
This document discusses how B2B sales are evolving and the need for reinvention. It notes that B2B buyers now do more research independently before engaging with sales. It also outlines Accenture's approach to transforming B2B sales through an integrated solution combining customer relationship management, intelligent sales experiences, data and analytics, and intelligent operations. The solution aims to drive outcomes like improved win rates, lead qualification productivity, and revenue growth for clients.
Mailchimp: Scaling Experimentation Across TeamsOptimizely
Mailchimp, an all-in-one marketing platform for small businesses, has built innovative, beautiful products that empower those businesses to scale. No longer just an email marketing tool--the shiny, new marketing platform’s mission is to empower the underdog to connect with their audiences and create the customer loyalty that’s needed to grow.
In this webinar, Anne Reints, Senior Manager, Growth Analytics & Experimentation at Mailchimp, will discuss how Mailchimp is continuing to build a culture of experimentation and has leveraged testing across both their product and marketing teams.
Join this webinar and learn:
The history of growth and experimentation at Mailchimp
How Mailchimp grew their experimentation program by 6,000%+ in 12 months, going from just 1 experiment to over 60
About the launch of their internal Experimentation Resource Group
How they created a data-driven decision-making framework across the company
Zalora is an e-commerce fashion retailer in Southeast Asia that faces challenges in growing its business in the region. To address this, Zalora focuses on sourcing international and local brands, operates local warehouses for delivery, and tailors its marketing and operations to each country. It aims to provide a high-quality curated selection through an emphasis on understanding customer behavior and preferences to engage customers through multiple online and offline channels.
Coinbase pitch deck designed by Zlides
Want to create a pitch deck that inspires your audience? Get your FREE presentation kit designed by Zlides: http://bit.ly/slideshare_zlides
E Commerce Product Management Powerpoint Presentation SlidesSlideTeam
The document discusses e-commerce and related topics like product management, business models, revenue models, and payment methodologies. It covers introduction to e-business and e-commerce, organizational structure, infrastructure, trends, growth drivers, strategies, applications like supply chain management and CRM, and implementation KPIs. Slides include descriptions, diagrams, and explanations of concepts.
The document discusses the benefits of exercise for mental health. Regular physical activity can help reduce anxiety and depression and improve mood and cognitive functioning. Exercise causes chemical changes in the brain that may help protect against mental illness and improve symptoms.
A pitch deck template with sample copy to help technology startups sell their business concept to angel investors and VCs. Inspired by pitch deck words of wisdom from Dave McClure (500 Startups), AirBnb, Guy Kawasaki and Venture Hacks (the folks behind AngelList).
YOU MIGHT ALSO LIKE THESE PITCH DECK EXAMPLES & TEMPLATES:
> Airbnb pitch deck @ https://pitchdeckcoach.com/airbnb-pitch-deck
> Sequoia Capital pitch deck template @ https://pitchdeckcoach.com/sequoia-capital-pitch-deck
> FREE pitch deck template download @ https://pitchdeckcoach.com/free-pitch-deck-template
> Pitch deck guide with hints, tips, and a worked example @ https://pitchdeckcoach.com/pitch-deck-template
NEED HELP WITH YOUR PITCH DECK?
See how I can help then book a free call @ https://pitchdeckcoach.com/
MORE PITCH DECK RESOURCES @ https://pitchdeckcoach.com/pitch-deck-template#resources
This document provides 8 methods for B2B prospecting: 1) referrals, 2) networking, 3) seminars, 4) trade shows, 5) content marketing, 6) social media, 7) cold calling, and 8) advertising. Each method is accompanied by a brief description and recommendation for using that method to find more prospects. Overall, the document offers various strategies for business-to-business sales and marketing professionals to discover new leads and grow their sales pipelines.
This document provides a product marketing framework consisting of several key areas: market insight, message, product strategy, go-to-market strategy, product launch, enablement, and buyer/customer journey stages from awareness to renewal. For each area, the document outlines representative scope, actions, and sample outputs. It emphasizes that product marketing requires collaboration with other functions like product management and exists to drive profitable revenue through the customer journey.
Key Takeaways from The Sales Development Playbook, part 1 and part 2WhereDat
Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 1 - Strategy
Part 2 - Specilaization
• Introductory meetings and generating qualified opportunities, which one?
• Pursuing qualified opportunities using the PACT method
• When is to build an in-house sales development team?
• Deciding between inbound and outbound marketing
• Gaining clarity of your ICP (ideal customer profile)
• When to separate inbound SDRs and outbound SDRs into separate roles
• Why you should consider a research role
Go To Market Strategy Example Ppt PresentationSlideTeam
Presenting this set of slides with name - Go To Market Strategy Example Ppt Presentation. This is a five stage process. The stages in this process are Provocation, Discovery, Diagnostic, Design, Recommendation. https://bit.ly/36k8HOq
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
Featuring Michael Pedone, founder of SalesBuzz, and Anil Somaney, VP of Business Development at InsideSales.com
Call reluctance is the #1 hidden fear of B2B inside sales reps and it’s costing them and their companies thousands of dollars in lost potential revenue every month. As a straight commission sales rep for 20+ years as well as a small business owner, Michael Pedone has been on both sides of the fence.
In this webinar you’ll learn:
• What causes call reluctance
• 3 steps to overcome your fear of rejection
• How to make sure it never comes back
Amplitude Series C Deck (Abridged) August 2017Amplitude
This document summarizes Amplitude's Series C funding round from April 2017. It introduces the executive team which includes the CEO and Founder Spenser Skates who graduated from MIT and DRW. It then discusses how product drives business outcomes and how understanding complex user behavior is important for product teams to improve conversions and growth. It also notes that the $17B analytics industry lacks tools to solve tying user behavior to business outcomes in a fast, scalable way.
Retailers, meet tomorrow’s power shoppers: Gen Z Adyen
Is your business ready for Gen Z? The world has been hyper-focused on how Millennials are changing our economy, especially in retail. But the next big shift will be driven by Generation Z.
Adyen commissioned an exclusive U.S. survey to understand the shopping habits and expectations of this impactful generational group. A sneak peek at the data about Gen Z:
- 60% think it’s important for brands to value their opinion
- 93% prefer to shop without help from a sales associate
- 70% are tastemakers who influence their family’s spending
- 48% expect to be able to return or exchange items bought online in a store
- 46% are using chat apps to communicate with brands
We know brick and mortar isn’t dead. But Generation Z is the most tech-savvy set of buyers yet. What do retailers need to know to prepare for the next wave of shoppers?
Download the full report on GenZ here http://bit.ly/2ydRDGL
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your MarTech stack and marketing database support your ambitious ABM efforts?
In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a MarTech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover:
-How predictive marketing enables ABM
-Building a martech infrastructure for ABM
-How to structure the right ABM programs
-Understanding how analytics change with ABM
-Achieving marketing and sales alignment
If you are one of the 60% of marketers exploring how to deploy Account-Based Marketing, then you may be wondering where and how to start. Which tactics work and how can your martech stack and marketing database support your ambitious ABM efforts?
In this session, you will hear from ABM practitioners Josh Hill (author of MarketingRockstarGuides.com), Tony Yang (VP of Marketing at Mintigo), and Charlie Liang (Director of Marketing at Engagio) discuss the steps they took to build a martech stack and infrastructure that’s optimized for an ABM strategy. This hands-on session will cover:
How predictive marketing enables ABM
Building a martech infrastructure for ABM
How to structure the right ABM programs
Understanding how analytics change with ABM
Achieving marketing and sales alignment
Learn how a LeadLife customer, designed a successful lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
See the blueprint they used and gain valuable insight on how your organization can increase "sales ready" leads and drive marketing ROI.
A Deep Dive into Account Fit: How to build the perfect account list & targeti...RollWorks
You can view the full webinar here: https://www.rollworks.com/resources/webinar/a-deep-dive-into-account-fit/
In this webinar DataFox joins us to talk about account fit, how to determine your target account list, and get set up for ABM success.
We also cover types of account-based marketing ads such as company name ads, persona based ads, and ads for sales stages. You'll learn:
How to define your ideal customer from your data
How to create the perfect account list
How to use targeted ads to reach those customers at the right time
Riyaz Hyder shares lessons learned from building marketing functions at four startups, two of which failed. He discusses basic marketing concepts like defining personas, setting goals, and mapping the customer lifecycle. Riyaz emphasizes quant-based marketing approaches like identifying buyers, measuring results, and refining campaigns. He also covers budgeting for growth, choosing the right marketing channels, tracking key metrics, attributing results, and using marketing automation and CRM tools. The presentation aims to help others avoid failures and build sustainable, data-driven marketing funnels.
This document provides an overview of account engagement essentials and how to create and measure engagement at target accounts. It discusses building an account foundation through lead-to-account matching and integrating data systems. It also covers quantifying engagement by measuring metrics like awareness, reach, engagement, impact and coverage. Finally, it discusses acting on insights through account scoring, funnels, entitlements, plans and orchestrated plays to improve sales outcomes. The goal is to evolve from lead-centric thinking to account-centric engagement and measurement.
Account Engagement Essentials - Back to Marketing SchoolRollWorks
Watch the full webinar on-demand here: https://www.rollworks.com/resources/webinar/account-engagement-essentials/
In this class, we’ll show you how to measure, track, and take action on your engagement metrics so that you can evaluate how marketing is affecting sales across the whole buyer journey.
You’ll learn:
How to move from lead-centric to account-centric marketing
How to properly track the engagement of your target accounts across the entire funnel
How to deliver account insights to your sales team that they’ll actually use
The document outlines an agenda for a conference on bridging the sales and marketing divide. It then provides details about how ShareBuilder 401(k) integrated web analytics and email marketing with Salesforce to better prioritize leads for their sales team. By automating lead scoring and nurturing based on prospects' online activity, they increased sales per rep by 17% in the first 6 months. The last section discusses how iTKO, an enterprise software company, similarly integrated their marketing and sales processes in Salesforce to improve lead management and focus on common goals and results.
Nordics SaaS HubSpot User Group - April 20, 2022AskeDenning1
Build the B2B Inbound Sales-Marketing Engine you Need to Scale your SaaS Business.
Agenda:
Case: “From Outbound Sales to Inbound Lead Engine” by Ida Normark Rasmussen, Marketing Funnel Manager, Valuer.ai.
Expert Advice: “How we built Valuer’s lead engine in HubSpot” by Lotte, Helion B2B
A Breakfast for Account-Based Marketers: Account Based Measurement 101RollWorks
The document outlines an agenda for an Account Based Marketing overview presentation taking place in New York City. The agenda includes introductions, an ABM overview presentation by Erez Suissa, a discussion on measurement and why it matters for ABM, and a question and answer session. The document then provides additional context on ABM, including definitions of ABM, the benefits of an account-based strategy, fundamentals of an ABM strategy, identifying key accounts, making collaboration between sales and marketing a priority, planning for revenue through the buying cycle, understanding appropriate account metrics, and wrapping up with key takeaways.
See how a LeadLife customer successfully implemented a lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
By viewing this online presentation, you will also see how they :improved their overall conversation rates by 1.5-3x; increased the quality of leads going to Sales; expanded their transaction size and increased marketing ROI
If you would like to automate lead scoring and nurturing, improve quality of leads passed to sales, or gain visibility into your leads, this presentation is for you!
This document provides insights and tools for building an effective enterprise sales team and process. It discusses how to define the ideal customer profile, conduct prospecting and account research, execute the discovery and qualification process, manage marketing funnel vs flywheel dynamics, leverage proofs of concept, and craft competitive enterprise commercial proposals. Specific recommendations are given for sales team hiring and training, prospecting tools, managing the sales process for complex deals, and optimizing marketing activities to drive inbound leads.
Best Practices For Taking Your B2B Company OnlineOro Inc.
Key Takeaways include:
Actionable tips on selecting a proper eCommerce solution that suits your very company;
Strategic insights into keeping a website up and running with the help of system integrators;
Benefits of implementing marketing automation for B2B commerce.
This document provides an overview of using Dynamics CRM for sales and marketing activities. It discusses lead generation sources and stages from suspect to opportunity. Key topics covered include qualifying leads, nurturing prospects, reopening disqualified leads, creating contacts, accounts, and opportunities. The sales process, CRM data entry expectations, and types of reporting are also summarized. The presentation aims to teach how Dynamics CRM can be used to develop pipelines, track progress, and improve decision making.
Measuring Digital marketing - ROI & KPIsAnkur Garg
My guest lecture at UC Berkeley, discussing the subject of measuring Digital Marketing efforts. The steps included identifying right metrics/KPIs and building campaigns with high ROI metrics.
The document outlines eight keys to successful demand generation for SaaS companies. It discusses the importance of clear prospect definitions, mapping value propositions to customer needs, developing a multi-stage engagement process, ensuring consistent CRM usage, ongoing customer research, sales and marketing alignment, leveraging existing customers, and training sales and marketing teams. It also provides an example training schedule to synchronize sales and marketing efforts.
Dead simple ways to get started with Account-Based Marketing#FlipMyFunnel
The document provides an overview of account-based marketing (ABM) best practices. It discusses the key steps to ABM, including identifying target accounts and decision makers, cleaning account data, creating personalized content, executing campaigns, and reviewing results. It also shares examples of tech stacks and campaigns from Jessica Cross and Adam New-Waterson for identifying accounts, messages, and measuring performance. Overall, the document outlines a framework for planning and implementing simple yet effective ABM strategies.
Similaire à Advanced leadgen in B2B, Maryna Nikitchuk.pptx (20)
5. Leads typically hear
from a business or
organization after
opening communication
… instead of getting a
random cold call from
someone who
purchased their contact
information.
HubSpot
11. Sales stages
Stage Demand Gen/Qual Disco Preso/Demo Trial Proposal Negotiation Close
Sales Cycle Time: 4.6 months
Benchmark
metrics
Pipeline contribution:
• 40% marketing
sourced
• 34% outbound SDR
• 19% Sales
• (self-sourced)
• 7% channel
N/A
Demo-to-close:
35%
Trial-to-clo
se:
56%
Proposal-to-cl
ose: 77%
N/A
Close rate:
20%
(opportunity
created /
closed)
Analysis
While 74% of pipeline
is delivered via
outbound SDRs and
marketing, that
contribution starts to
decline for higher ACV
deals, at $50k-75k
Distinct
discovery
meeting
Customized based
on discovery and
delivered in the
same meeting
30 days
Customized to
prospects
challenges,
solutions and
ROI;
presented via
proposal
meeting
Separate
negotiation
conversations
with champion
and
stakeholder
committee
Handoff to
prospect
success and
schedule
kickoff meeting
12. Sales
Accepted
0%
Sales Qualified
20%
Proposal
50%
Sandbox
60%
Negotiate
75%
Contract Out
90%
Objective
Company is a “Fit
Company”
Qualify the
opportunity. Gather
BANT criteria
Proposal and
Sandbox can be
combined into one
step or separated
into two stages.
This is a judgment
call
SE or AE setup
integration including
sandbox & drive
data flow for the
sample use case(s)
Prospect has
agreed to move
forward. Negotiate
pricing and review
terms
If sending a
contract, the Buyer
needs to be ready
to sign
Stage
Requirement
Problem to solve:
Meeting has been
scheduled
BANT
* Prospect agrees to
another meeting,
meeting scheduled
on the calendar
Continue to
crystalize BANT and
continue to map out
the organizational
structure
Confirm solution,
use case(s) and
success criteria
Update notes Contract out for
signature
Required to
Exit Stage
Fill out:
Problem to Solve
Why Evaluate VGS
Identify Pain =
Identify challenges
and the
consequences of
solving or not
solving those
problems
Champions
Buying Process:
Determine the
buying process
Update BANT fields
Prospect has
agreed to terms and
pricing.
Signed and
countersigned
contract
Move opportunity to
Ready to Close
Stage
Deal vetting by
finance and moved
to closed-won
Sales stages
13. Strategic
ABM
ABM Lite
Programmatic ABM
Value of ABM
1. ICP
2. Qualification criteria
3. Business persona
4. Pain-gain-JTBD
5. Campaigns
6. Multichannel approach
7. Sales, CS, Marketing,
Product / Development
alignment
8. Measurable results
9. Iterations
The three types of ABM
One to one
accounts
One to few
accounts
One to man
accounts
The need to scale has
led to emergence of
three types of ABM
I
n
v
e
s
t
m
e
n
t
&
R
O
I
p
e
r
a
c
c
o
u
n
t
High
Low
18. Account sourcing routine
Tools you’ll use to add these accounts
into CRM
• LeadIQ, ZoomInfo, Lusha ->
to find valid emails + email
validator
• Sales Navigator -> to find
relevant prospects and
research their backgrounds
• CRM - > to check if account
exists already
Workflow
• Allocate some period of
time for account sourcing
• Check all newsletters and
funding news
• Read Twitter/LinkedIn
influencers to find new
companies
23. LI as the main
sales channel
30% of our
results are coming
from LinkedIn, but
within LI ->
24. LI Sales Navigator
• Create lead lists
• Follow current customers - look-alikes
• Boolean search
• Notification/Alerts
Three sales insights:
Alerts aimed at giving you more signals to
understand how to engage with your Saved Leads
and Accounts
● Saved lead has engaged with
LinkedIn posts from your
company (sponsored or organic)
● Someone at an account viewed
your profile
● Account just raised money
37. TEAM -> ТУТЬ
SDA >> SDR >> AE
+ sales-ops & other sales teams
PODs >> (SDR + AE)
+ sales-ops & other sales teams
SDR >> AE
+ sales-ops & other sales teams
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39. Please, check
● Expandi referral link
● LI Navigator
recommendations
● Boolean Search. How to use
● LI Alerts
● Lead Gen strategies 2021
● Post engagement, guide