Predictable Prospecting's Podcast
About This Show
Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
Most Recent Episode
Episode 86: Applying Account Based Marketing - Brandon Redlinger
Account based marketing or ABM is an alternative to B2B. It’s a strategy where an individual account is treated as its own market of one. Brandon Redlinger manages growth at Engagio which provides software products for account based marketing and account based sales. Brandon is going to share his experiences and strategies working in this funnel. I’m hoping that you will come away with some key takeaways and educational points that you can apply right away. Brandon also shares how account based everything may be more appropriate because bigger companies are now pushing account based success in all aspects of sales and marketing. Episode Highlights: The account based approach is strategic marketing that is personal and relevant coordinated between different functions. It can be used in the top of the funnel to open doors or lower in the funnel for account expansion, upsells, and more. This concept is similar to strategic selling targeted at a smaller set of accounts but at bigger deals. Technology is enabling marketing to help sales open doors by using intelligence, predictive modeling, and engagement scoring. Casting a wide net with marketing, inbound, content, demand generation, and ABM. How account based marketing helps in all five levels of awareness. Large companies have global accounts with many divisions. This is why working with relationships within the accounts is important. How engagio allows tracking with a different customer touchpoints like SalesForce, Marketo, your CRM, or Google Apps. The importance of retention and how many VCs are looking at these numbers over growth numbers. How a lot of people will j