Services
Account Based & Opportunity Based Targeting
Account Based & Opportunity Based Targeting
Account Based & Opportunity Based Targeting
Outbound Leaders has been working with technology organizations, both SaaS enterprise software companies, and professional services firms using SaaS enterprise software for the basis of their offerings for the past 20 years. We have been helping these organizations develop new logo opportunities, the lifeblood of these organizations, as
Outbound Leaders has been working with technology organizations, both SaaS enterprise software companies, and professional services firms using SaaS enterprise software for the basis of their offerings for the past 20 years. We have been helping these organizations develop new logo opportunities, the lifeblood of these organizations, as individual contributors supplementing client teams or outsourcing pipeline building processes, and as fractional leaders as the head of sales, or sales and marketing, or sales, marketing, and business development (channels).
The CEOs and founders of these organizations have hired us to help them achieve revenue growth they can count on. Whether a startup, a new organization/product in an existing company, or a 180-person $300MM business like the one led at Digital River, we have successfully helped our companies figure out how to win new logo business to achieve their growth ambitions.
Here’s how:
Growth typically isn’t happening if new opportunities can’t be developed at the top of the sales funnel. That’s where we focus first. We work to build up both the volume and the velocity of conversations with highly targeted accounts, and even opportunities in those accounts, and relevant personas at those accounts in a true Account-Based Marketing (ABM) manner. We have been successfully executing ABM strategies for the past 20 years.
In the past few years, for organizations with multiple solutions, ABM has been expanded to be OBM-Opportunity-Based Marketing.
People buy from people they know, like and trust. We work to focus initially on delivering value to the personas our clients wish to connect with before asking for something in return. This tends to be a good beginning to a trusted relationship.
WeThese personas have typically been Business Unit Heads, Heads of Sales and Marketing, CDOs, CIOs, CISOs, CTOs, CFOs, Heads of App Dev, Heads of DevOps, and Heads of FP&A. We then personalize the communications to these personas at these companies-at scale.
Multi-Touch/Multi-Channel
Account Based & Opportunity Based Targeting
Account Based & Opportunity Based Targeting
> Pulling together a content strategy and repository of created (yours) and
curated (others) content the specific personas want to learn about; what they
want to hear about; what they will value. Make it about them; not about you.
> Facilitate their buying journey and developing content for each stage you want them to navigate from totally
> Pulling together a content strategy and repository of created (yours) and
curated (others) content the specific personas want to learn about; what they
want to hear about; what they will value. Make it about them; not about you.
> Facilitate their buying journey and developing content for each stage you want them to navigate from totally unaware of a problem/opportunity to at least becoming aware of it, then to aware of your solution, to interested and evaluating your solution, to buying it.
> Executing personalized, multi-touch campaigns (roughly 7-10 touches over 4-6
weeks) with that content using the phone, email, video, video email, social
(posts/shares on LinkedIn, for instance) and texts.
> There are important considerations with these touches that make them more
effective. For example, 7-word compelling subject lines, email previews that
motivate the reader to read on, and 90-word content focused on what’s in it
for the reader. For video; 30-45 seconds, and for phone calls, give them a
reason not to hang up right off the bat, so not important to establish your
credentials right away. More important to give the person reason to listen.
> Touching these 4-10 highly selected personas at each of the targeted
organizations that need to be/could be influential, personalizing the
communication with each – again, at scale.
Technology Stack to Scale
Account Based & Opportunity Based Targeting
Technology Stack to Scale
We help you deploy a technology stack that can help accomplish these processes at all, and the opportunity to do so more efficiently.
6Sense
Outreach
Hubspot
Hinterview
Orum
We deploy these for your project as a trial so you can
We help you deploy a technology stack that can help accomplish these processes at all, and the opportunity to do so more efficiently.
6Sense
Outreach
Hubspot
Hinterview
Orum
We deploy these for your project as a trial so you can see them in action. If you wish to keep them in place, you can just continue their use. If you don't, then the data can be saved and kept secure for your continuing use.
Services
Outbound Prospecting
Fractional Sales & Marketing Leadership
Outbound Prospecting
Field Sales/Inside Sales Training
Step into our one-of-a-kind sales training workshop. All theories are demonstrated live by the instructor in front of the class, with real target accounts.
Expert advice, intelligence gathering, and tactical recommendations designed to activate social prospecting across your entire campai
Field Sales/Inside Sales Training
Step into our one-of-a-kind sales training workshop. All theories are demonstrated live by the instructor in front of the class, with real target accounts.
Expert advice, intelligence gathering, and tactical recommendations designed to activate social prospecting across your entire campaign lifecycle.
Experience a strategic marketing approach focused on providing relevant value to targeted accounts that will ultimately drive sales action.
Schedule qualified meetings with key decision makers to expand your sales pipeline and meet your revenue objective.
Market Intelligence
Fractional Sales & Marketing Leadership
Outbound Prospecting
Obtain a better understanding of what matters most to your customers through in-depth interviews of key decision makers from your won and lost accounts.
It is often better to have a third party perform surveys of either wins or losses to learn as much as possible as to what factors went into being
Obtain a better understanding of what matters most to your customers through in-depth interviews of key decision makers from your won and lost accounts.
It is often better to have a third party perform surveys of either wins or losses to learn as much as possible as to what factors went into being considered and ultimately the decision. Outbound Leaders will work with you to develop the survey, execute on your behalf and perform the analysis and report
Net Promoter Scoring has become very popular. One of the challenges, however, is that consistency is one of the keys to the learning that drive the success of the program. Outbound Leaders will help you develop, launch and execute an effective NPS Program with you.
Ensure all the hard work put into events pays off with a comprehensive events strategy, including pre-event registration, booth support, and post-event follow-up
Fractional Sales & Marketing Leadership
Fractional Sales & Marketing Leadership
Fractional Sales & Marketing Leadership
Outbound Leaders will act as a sounding board on your sales strategy. Helping you determine your ICP and the personas that are important as influencers and decision makers, and the best means of communicating with them, whether that be inbound, partners, referrals, or outbound.
Outbound Leaders will help you
Outbound Leaders will act as a sounding board on your sales strategy. Helping you determine your ICP and the personas that are important as influencers and decision makers, and the best means of communicating with them, whether that be inbound, partners, referrals, or outbound.
Outbound Leaders will help you organize your sales organization in terms of field sales, inside sales, and channels. They will also help organize territories, whether that be geography, product line or vertical market.
Sales Leaders will help you develop effective sales processes for outbound initiatives, responding to inbound and channel inquiries, and those from referrals. They will help determine qualification criteria for pursuing an opportunity, how to effectively present and demonstrate the solution offering, and how to develop effective proposal and pricing documents.
Outbound Leaders will help drive the successful implementation of an integrated CRM to ensure sales activity is captured as a corporate asset. It will also help with defining a forecasting and reporting methodology and timing and regular meetings to help ensure successful coaching and winning.
There is a tremendous need for the sales and marketing to be aligned on the proper messaging, and the timing and communication vehicles for that messaging, not only in the beginning, but throughout the sales process, including the proposal and pricing phases. Outbound Leaders will help foster that alignment, and even help in the copyrighting of the marketing communications needed throughout the process.