For over a decade, the focus of my consulting in our industry has been helping businesses punch through and transform their companies digitally. While this is often thought of as some kind of top-down push from investors, the board, or the Chief Executive Officer, you might be surprised to find that the company leadership lacks the experience and skill to push digital transformation. I’m often hired by leadership to assist a company digitally transform – and it just happens to start with sales and marketing opportunities because that’s where incredible results can be realized quickly.
I’m up in Toronto in attendance at Uberflip’s Content Experience conference. Today, we spend the day at Uberflip’s beautiful headquarters and listened to some great speakers. One session that had quite an impact on me was Snowflake’s ABM Director, Daniel G. Day, speaking to how he’d developed an ABM program that’s skyrocketed Snowflake’s sales results. @uberfliphq overflow section for #CONEX is hopping! Beautiful HQ here in #Toronto #torontotech A post shared by Douglas Karr (@dknewmedia) on Aug 20, 2018 at 2:26pm PDT Overall, Snowflake has had 10x growth. Daniel made sure to add that this
According to a recent survey by InsideView of sales and marketing leaders, And the According to InsideView, by answering these three questions, smart B2B companies are unleashing their revenue growth: Who are my best customers? What are the new geographies and industries where I can expand? Are we going after the right customers and the right revenue? This is a major reason why account-based marketing has exploded in popularity amongst B2B companies. B2B companies have always researched and targeted great prospective clients – but these platforms enable their ability to score, track, market, and close those
When it comes to SaaS software sales, targeting individuals is hardly a model of efficiency. After all, an average of 5.4 people are involved in a single enterprise sales decision. Given that group-based vetting is the norm, account-based sales (ABS) is more productive than targeting specific leads. The account-based approach to selling, however, can be time consuming. Tracking in-depth metrics and timelines across multiple targets, as well as collaborating on that information across internal teams, feels nearly impossible unless you’re capable of computer-like organization. The solution? Sales automation. During my days working in sales at
When I first heard the term Account-Based Marketing a few years ago, I groaned. As long as I had been working for medium and large companies, we had key sales representatives that researched, targeted, and closed major accounts. ABM isn’t just a buzzword, though. ABM has matured into a proven, fine-tuned process with some fantastic tools to help identify opportunities and track them through to a close. ABM continues to skyrocket in popularity and adoption at most companies – and for good reason. It’s an intelligent and profitable process for growing your business. Terminus’ ABM