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Blog Posts (137)

  • Taking Your Sales Game To The Next Level

    If you want your marketing efforts and budget to truly impact revenue growth you should practice ABM. Account Based Marketing helps your marketing and sales team focus on building relationships in your highest opportunity, and most valued accounts that have the strongest potential of impacting your bottom line. For example, assume you sell an expensive software product or consulting service. Rather than going after small businesses, SMBs, and enterprises - you can adopt ABM and choose to focus on accounts that have the highest need for your service and have the budget. Instead of a broad approach requiring a lot of investment with minimal results, ABM will help you slow down to develop a thoughtful approach and boost your odds of driving engagement and sales. Today's buyers are increasingly more insistent on outreach tailored to their business and even their personal interests within the business. ABM will require your marketing and sales team to combine efforts and engage each person on the buying team in a personalized way that will help you be more likely to differentiate yourself from the competition. By implementing ABM your team will kick-off the sales process with higher-value opportunities earlier, get the highest ROI possible from marketing campaigns, and be well aligned to have longer-term success. According to Altera Group, 97% of companies that have implemented ABM have achieved a higher ROI from their marketing campaigns. Account Based Marketing helps you stay razor-focused on goals your team has the highest chances of achieving.

  • Reasons To Choose An ABM Strategy

    For companies trying to sell into larger accounts, with longer sales cycles, and larger deal sizes ABM offers many benefits over other go-to-market strategies. These benefits include: Clear ROI Marketing's biggest challenge has been justifying the budget. Tracking ROI has been extremely hard with broad marketing campaigns. Using ABM makes it easier for companies to track ROI. ABM has marketing begin their process with clear targets and a much deeper understanding of the companys overall target audience; marketing can then create more effective marketing campaigns and experience more effective marketing re-engagement, which can open up additional upsell and cross-sell opportunities. The results can then be clearly measured and tracked. Companies who have deployed ABM have found that ABM delivers the highest ROI of any B2B marketing strategy or tactic. Companies who want convincing can start running their pilot program and immediately start measuring results. Less Resource Wasted ABM is very targeted and allows marketing to focus their resources efficiently and run marketing programs that are specifically optimized for individual accounts that are most likely to close sales. Account Based Marketings focused strategy frees up resources that would previously have been wasted on broad marketing campaigns with limited results. More Personalized and Optimized Messaging Using ABM tactics allows marketers to slow down and take the time to create personalized messages for different people in the buying committee. Customers will recognize your upfront investment in creating personalized messaging and the fact that you are not wasting their time; ultimately leading to better customer experiences, higher retention rates, and higher ROI. #Flipmyfunnel published a study on the state of Account Based Marketing and 27% of ABM marketers reported a 50% increase in customer engagement from using more personalized and optimized messaging. Shorter Sales Cycles Major purchase decisions involve a buying committee with multiple stakeholders. The typical sales process is slow and usually starts with a lower-level person in the organization and moves slowly towards the decision-makers. ABM shortens the sales cycle since you are targeting everyone in the buying committee at the same time with personalized messages. Results from a Bizibles AMB Metrics Survey discovered that ABM shortens the sales cycle on average by 25%(15). Easier To Track Goals And Measure It is a lot easier to track the effectiveness of a campaign, whether email, ads, web, or events, and draw a clear conclusion when you are looking at a list of targeted accounts versus a broad set of accounts and metrics. According to Altera Group, 97% of companies who have implemented ABM have achieved a higher ROI from their marketing campaigns. Sales and Marketing Alignment Is Easier In traditional marketing approaches, marketing would give sales leads for sales to chase and competition and discord would arise around the number of leads and lead quality. Account Based Marketing encourages market and sales to work together in identifying target accounts, crafting customized campaigns, and align and move individual accounts through the pipeline, before and after lead conversion. ABM is perhaps one of the most effective ways to align sales and marketing. Forrester Research found that organizations who have strong sales and marketing alignment see an average of 32% annual revenue growth, while less aligned see a 7% decline in growth.

  • Target Your Buying Committee @ Scale

    It is important to note that ABM shifts the focus of sales and marketing from one individual to a buying committee within an organization that collectively makes the decision. This important note is why ABM is focused on understanding each account, who is part of the buying committee, and how to build influencer relationships with each member of that committee. ABM begins with the sales team leading the charge and identifying the highest-priority accounts, which teams and individuals are involved in the buying committee, and in building profiles of the roles for marketing to engage through strategic messaging campaigns. Marketing then develops and delivers customized content to target decision-makers, influencers, and stakeholders within those accounts. Content is customized based on the collective need of the committee and the individual needs of each member. After content is created, marketing works with sales to execute the marketing campaign by starting the conversation with fewer but more likely prospects and warming up the prospects for sales to take over. The ability to engage and heat up the conversation with likely prospects is the most valuable attribute of using Account Based Marketing. Marketing now has the ability to help sales by creating highly personalized messages and putting them in front of the right decision-makers at the right time, therefore eliminating the guessing work and wasted marketing efforts. Content efforts are focused on those prospects who have the strongest potential of impacting the bottom line. ABM is not a tactic but a business strategy that requires buy-in across the business. Executives, finance, customer success, services, IT, sales, and products should all be aligned to support this go-to-market effort. ABM will require the work of your company to acquire each targeted prospect, make them successful, and expand within their organization.

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  • Unlimited Leads - Best Sales Acceleration Solution

    Trusted By Leading B2B Marketers Guaranteed To Increase Revenue By 20% Lead Generation Platform For B2B Marketers Keep Your Lead Generation Pipeline Full And Your Sales Teams Busy With Qualified Leads. Get Started ABM Software That Scales Account Based Selling It's Time To Go Big Inbound Not Generating Enough Leads? Do it all in minutes without coding. Everything You Need To Help Your Business Hit It's Sales Goals CRM For All Contacts Email Marketing Tech Analytics Tools Content Management Marketing Automation Content Workflow Sales Enablement Artificial Intelligence Get Ready For Hockey Stick Growth One Marketer Can Do The Job Of An Entire Team. CRM For All Contacts Searchable leads database for top-of-the-funnel contacts Stop paying per lead to store your contacts. Personalization Technology Create personalized landing pages and emails for each contact automatically Stop blasting emails and give your buyers the experience they deserve. Content Marketing Publish content to one system that keeps all copies updated Stop wasting time updating content across all digital properties and campaigns. Resources The latest from Sales Innovator Taking Your Sales Game To The Next Level Reasons To Choose An ABM Strategy Target Your Buying Committee @ Scale All Resources Our Clients Why do companies like Sales Innovator? "Sales Innovator allows sales teams to deliver highly personalized and relevant buyer experiences at a scale that will significantly impact sales."​ Peter Strohkorb Founder & Principal Peter Strohkorb Advisory Subscribe to our newsletter to get all the updates and news about Sales Innovator. Email Join Thanks for subscribing! Features Real-Time Data Verification Sales Innovator makes it very simple for you to validate your prospects with a click of a button. We adopt the best practice and technology for email verification and guarantee deliverability on verified contacts. Discover Our Features CCPA Compliant GDPR Aligned

  • Playbooks | Sales Innovator

    Playbooks Get proven playbooks and email sequences to help you get accelerate sales "Sales Innovator made it easy for me to create an effective email marketing campaign with playbooks that gave me all I needed to get started. There are enough playbooks that I can use that will keep my sales team busy with many leads." ​ Perfect For B2B Marketers See Playbooks or Get Started Now Invite your team for free! No credit card required. Outreach Win Back Customers Accelerate Open Opportunities Event & Virtual Events Reactivate Prospects Inbound Leads Development & Testing Steven Tedjamulia Apr 9, 2021 2 min Introduction To A Strategic Account Manager Playbook Send an email sequence to a key set of companies you are targeting to be potential clients in a similar industry. You will be targeting a te 23 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Job Board Opportunities With No Promotional Offer Playbook Send an email to a prospect who you identified on a job board whose actions suggest buying intent. The follow-up emails will include helpful 3 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Job Board Opportunities With Promotional Offer Playbook Send an email to a prospect who you identified on a job board whose actions suggest buying intent. The follow-up emails will include a promo 1 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach To Job Board Lead Playbook Send an email to a prospect who you identified on a job board whose actions suggest buying intent. The follow-up emails will include value a 7 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach Helping Companies Like Yours Playbook Send an email sequence to individuals in a company whose company you discovered based on their company profile in social media, a leads data 4 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach Because Of Social Media Profile Playbook Send an email sequence to a prospect who you discovered based on their social media profile. The follow-up emails will include relevant cont 6 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach Because Of Company Profile Playbook Send an email sequence to individuals in a company whose company you discovered based on their company profile in social media; a leads data 1 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach To Learn More Playbook Send an email sequence to a prospect who you discovered based on their social media profile. Reach out to them to learn more about something 8 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach With A Thought-Provoking Question Playbook Send an email sequence to prospects providing a thought-provoking question. First, you will ask the question and then explain the value you 3 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach By Introducing Your Offering Playbook Send an email sequence to prospects introducing your offering. First, you will introduce your offering; then, you will explain the value yo 4 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach With A Promise Playbook Send an email sequence to prospects making a promise. First, you will make your promise; then, you will explain the value your product or s 6 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach Asking If Interested Playbook Send an email sequence to prospects asking if they are interested. First, you will ask if they are interested; then, you will explain the v 5 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach To Discuss A Topic Playbook Send an email sequence to prospects asking to discuss a topic of mutual interest. First, you will introduce the topic and ask for some time 14 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach With Personalized Offering Playbook Send an email sequence to prospects extending a personalized offering. First, you will extend a personalized offering; then, you will expla 4 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach With A Unique Offer Playbook Send an email sequence to prospects proposing a unique offer. First, you will introduce the special offer and let them know how to get it; 5 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach With Tips Playbook Send an email sequence to prospects providing a helpful tip. First, you will provide a useful tip and explain the value your product or ser 2 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach As A Company Executive Playbook Send an email sequence to a key set of companies you are targeting to be potential clients in a similar industry. You will be targeting a te 4 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach Because I Heard About You Playbook Send an email sequence to a prospect that is an influencer and well known in a segment. Build relationships with the influencer. The follow- 2 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach From A Referral Playbook Send an email sequence to a prospect who you that someone referred. The follow-up emails will include relevant content to build a relationsh 2 Post not marked as liked Steven Tedjamulia Apr 9, 2021 2 min Outreach To Connect At An Event Playbook Send an email sequence to prospects that you found out will be attending an event and maybe potentially interested in using your product or 2 Post not marked as liked Steven Tedjamulia Apr 8, 2021 2 min Outreach To Congratulation Playbook Send an email sequence to prospects that you can congratulate for doing something. First, you will congratulate them and explain the value y 5 Post not marked as liked Steven Tedjamulia Apr 6, 2021 2 min Outreach With Breaking News Playbook Send an email sequence to prospects announcing breaking news from your company. First, you will announce the breaking news and explain the 11 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Outreach Based On Something Common Playbook Send an email sequence to a prospect who you discovered based on their social media profile and who you have something in common. The follow 5 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Outreach Because Of Podcast Playbook Send an email sequence to a host who posted a podcast, a podcast participant, or a person who commented on a podcast that may lead to a purc 3 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Outreach Because Of Press Release Playbook Send an email sequence to prospects that just made an announcement that may signal and potential interest in them wanting to use your produc 3 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Outreach Because Of Funding Round Playbook Send an email sequence to prospects that just received a round of funding or are about to get funding that is likely to want to use your pro 5 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Outreach Because Of A Technology They Are Using Playbook Send an email sequence to prospects using a particular technology that indicates a need for your product or service. First, you will acknowl 3 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Outreach Because Of Inbound Website Visits Playbook Send an email sequence to inbound leads that have visited your website. The follow-up emails will acknowledge their visit and provide valued 4 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Outreach Because Of Blog Post Playbook Send an email sequence to an author who posted a blog or person who commented on a blog that may lead to a purchase. The follow-up emails wi 4 Post not marked as liked Steven Tedjamulia Apr 5, 2021 2 min Event Invitation Playbook Send an email sequence to a key set of companies you target in a particular industry or demographic, inviting them to an event. You will be 3 Post not marked as liked 1/2

  • Unlimited Leads - Best Sales Acceleration Solution

    Engage And Convert B2B Buyers Send Personalized Cold Outreach Emails @ Scale + Unlimited Access To 230 Million Prospects Accelerate Building Your Sales Pipeline By Sending Personalized and Engaging Outbound Emails To All Your Potential Buyers. Get Started For Free No credit card required | Free trial | Unlimited Plans Start at $29 CCPA Compliant GDPR Aligned How it Works Choose your prospects and engage across channels Send your prospects emails and then based on your prospect's interest, assign team members to follow up across various channels. Unlimited Access To Prospects Send Emails & Track Engagement Auto Assign Tasks To Your Sales Team We make it very easy for you to select from 230 million prospects and then send them emails. Once a prospect engages with your email you can automatically assign tasks to salespeople so they can follow up with the interested prospects. Learn More Why Sales Innovator Connect with more prospects. Accelerate your sales pipeline. Find Prospects Easily Use our easy-to-use search to quickly find the prospects and companies you want to email. Access our database of 230 million contacts and 30 million companies and filter by the prospect or by the company to create your personalized list of prospects. Get Started For Free (No credit card required | Free trial) Send Personalize Emails Create a personalized email or email sequence you want to send to your prospect list and then send it. Super Simple! Personalized emails, sequences, & landing pages Add your own custom fields Upload your personalized list of contacts Track clicks, opens, views, viewing time, clicks on call to action, etc. Send emails directly or for other team members. Get Started For Free (No credit card required | Free trial) Automatically Assign Prospects Easily create campaign rules that assign prospects to your sales team for follow-up based on the prospect's level of engagement. Lead Scoring Easily Create Rules Automatic Sales Task Creation Sales Task Management Prospect Funnels CRM Integration Get Started For Free (No credit card required | Free trial) Resources The latest from Sales Innovator Taking Your Sales Game To The Next Level Reasons To Choose An ABM Strategy Target Your Buying Committee @ Scale All Resources Our Clients Why do companies like Sales Innovator? "Sales Innovator allows sales teams to deliver highly personalized and relevant buyer experiences at a scale that will significantly impact sales."​ Peter Strohkorb Founder & Principal Peter Strohkorb Advisory Subscribe to our newsletter to get all the updates and news about Sales Innovator. Email Join Thanks for subscribing! Features Real-Time Data Verification Sales Innovator makes it very simple for you to validate your prospects with a click of a button. We adopt the best practice and technology for email verification and guarantee deliverability on verified contacts. Discover Our Features CCPA Compliant GDPR Aligned

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