Webinar Slides

TechTalk Slides: Account Based Marketing - 6sense

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13 The Pedowitz Group – 2019 Confidential 13 LACK OF INSIGHTS & ORCHESTRATION BREAK REVENUE MARKETING PROCESSES SELECT The Best Accounts Which accounts? The ones in CRM? Contacts in our MAP? What about anonymous? Sales gives marketing a list of known accounts KNOW About Them Basics – Firmographic, Technographic Who's on the buying team? What do they care about? Where are they in the buying journey? Purchased 3 rd Party Data, Intent Data, Website Visits ENGAGE The Right Way What channel? email, mail, display, call, chat When? Which personas? What content? Which of our teams? 6+ execution tools, Spreadsheets, Agencies, Web, FM Team, BDRs TRACK Real Stuff Accounts engaged New personas engaged In market accounts Velocity Open opportunities/pipeline 50 Versions, Reporting SW, FTEs, Attribution SW COLLABORATE With Sales When to engage? Why to engage? Who to engage? What has been done already? Spreadsheets, Meetings, Dashboards, Lead Routing SW INSIGHTS ORCHESTRATION

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