Frank S. Pierce

5 Steps to Supercharge Your Sales Strategy by Prioritizing Key Accounts Sick of chasing leads that lead to dead ends? It’s time to shift your focus to the accounts that truly matter! Follow these 5 dynamic steps to streamline your sales approach and close those deals faster! 👇 → STEP 1: Define Your Ideal Customer Profile (ICP) Quality over quantity, folks! Start by crafting your Ideal Customer Profile (ICP) to pinpoint the accounts with the highest potential. A laser-focused strategy means your efforts hit the mark where it counts the most. How to Build Your ICP: Analyze your top-performing customers Leverage industry-specific tools for in-depth account research Filter based on criteria like industry, company size, and location. → STEP 2: Dig Into Account Data Knowledge is power! Once you have your target accounts lined up, it’s time to dive deeper. Enrich your account data to uncover insights that fuel personalized outreach strategies. Must-Have Data Enrichment Tools: Demographic & Firmographic Insights: Clearbit, ZoomInfo Behavioral Data: 6sense, Bombora Tech Stack Data: BuiltWith → STEP 3: Score Your Accounts Smartly Create a scoring system that’s as intuitive as it is effective! Rank your accounts based on engagement, fit, and potential value, guiding your sales team to focus on the most promising leads first. Scoring Criteria: Level of customer engagement Company growth trajectory Relevance to your industry Use CRM tools like Salesforce or HubSpot to implement your scoring model, and keep track of progress in Notion or Airtable for maximum transparency. → STEP 4: Strategically Assign Accounts Make sure your top accounts receive the royal treatment! Allocate them to your sales reps based on expertise, territory, or capacity, maximizing your team’s efficiency. Pro Tip: Automate the reassignment of accounts when there are shifts in customer behavior or engagement levels. → STEP 5: Supercharge Your Outreach with Automation Elevate your game by automating how you find and connect with decision-makers in your target accounts. The quicker you reach the right people, the faster you’ll seal the deal! 💡 Top Automation Tools to Consider: Lead Generation: Apollo.io, LinkedIn Sales Navigator Email Enrichment: Hunter.io, Snov.io Personalized Outreach: Lemlist, Reply.io Prioritizing key accounts isn’t just smart—it’s a total game-changer! Ready to revolutionize your sales process and accelerate growth? Let’s connect and make it happen! #BestBrandingSolutions #SEO

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Could thought leadership make or break your 2024? Too many SaaS CEOs and CROs fail to see the connection between marketing activity and sales outcomes. Marketing leaders are at fault here. They either fail to get the job done (i.e., drive revenue collaboratively with sales, sharing KPIs that really matter) or don't communicate the wider value of the marketing organization’s work to the leadership team. Sometimes the impacts of marketing aren’t (convincingly) measurable in a KPI within the SaaS firm itself. We're seeing more CEOs and CFOs pounding the table for better attribution and looking at marketing budgets as a place to make a save vs. a mission-critical investment - how about you? There are times you will need longitudinal data from multiple firms to provide context for c-suite decision making regarding the marketing spend. This is often the case with thought leadership (aka demand generation). A new demand generation campaign will impact pipeline within four to six months, and these results will accelerate over time and with solid sales integration and execution of sales plays based on that content. But some even more important outcomes will be hard to identify as originating with thought leadership campaigns. According to research done over the last eight years by LinkedIn and Edelman (a global public relations firm), there is enormous and under-appreciated value to meaningful thought leadership. Their 2024 report documents the value of investing in thought leadership initiatives. You will sell more, at higher annual contract value, with lower acquisition costs, face fewer competitors, and be included in deals you would not otherwise be considered for as you build reputation. What does this mean for you? Budgets for thought leadership need to be established and defended. To defend it, you need to measure what can be measured within your firm (e.g., KPIs via marketing and sales tech) and also via research to track the value of deals, nuanced attribution and more – and then provide concise reporting to the C-suite that makes the contribution of these strategic campaigns clear. If thought leadership could make or break 2024 for you, maybe we should talk. You can download the report at the link below: https://lnkd.in/esarCeyy #b2b #saas #cmo #thoughleadership #marketing #cro

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Speaking of data ... again. This article underscores the value of having reliable, consistent data to drive systems and decisions. Then, in November, join Angela Nicloy and me at the #CHPAMarketingForum as we discuss "Delving into Data."

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Unlocking Revenue Growth with Data-Driven Insights Discover how purchasing data can drive revenue growth. Learn how to refine your marketing campaigns based on customer preferences and optimize your message to resonate with potential buyers. Improve your results by leveraging data and delivering the right content at the right time. #DataDrivenInsights #RevenueGrowth #MarketingCampaigns #CustomerPreferences #ContentOptimization #DataRefinement #MarketingStrategy #BetterResults #TargetedMarketing #BusinessGrowth #DigitalMarketing #Sales #BusinessGrowth

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Unlocking Revenue Growth with Data-Driven Insights Discover how purchasing data can drive revenue growth. Learn how to refine your marketing campaigns based on customer preferences and optimize your message to resonate with potential buyers. Improve your results by leveraging data and delivering the right content at the right time. #DataDrivenInsights #RevenueGrowth #MarketingCampaigns #CustomerPreferences #ContentOptimization #DataRefinement #MarketingStrategy #BetterResults #TargetedMarketing #BusinessGrowth #DigitalMarketing #Sales #BusinessGrowth

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CMSWire has some great insights into #marketing trends in 2024! Here are a few key takeaways that resonate with me: ◽️ #AI technologies continue to transform content marketing and personalization, enabling marketers to deliver hyper-personalized experiences and drive more engagement. ◽️ Self-serve ad platforms offer us the autonomy to tailor campaigns and optimize #performance in real-time. It's all about taking charge and delivering measurable results at scale. Embracing these trends can position marketers to drive more of the outcomes that matter to their business. Read more below!

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Is your market research missing the mark? 🎯😵 Standard surveys and sterile focus groups often yield shallow, expected responses. This insight deficit leaves businesses with an incomplete picture of consumer preferences. Learn how to unlock genuine insights with dynamic mixed-method approaches 👇 https://lnkd.in/exm7hFKW

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The holiday season is here, and SMBs have a unique opportunity to stand out. I recently joined Chris Brooklier on The Current Report podcast for the episode, "SMBs Gifted with Retail Data This Holiday Shopping Season." We talked about practical ways small and midsize businesses can make the most of their resources, adapt to shifting trends, and connect with customers in meaningful ways. 💡 Key insights: #1 How retail data can sharpen decision-making and guide targeted campaigns #2 The return of experiential shopping and how Gen Z’s habits and spending are shifting #3 The importance of an omnichannel approach for meeting customers wherever they are 🎧 If you’re looking for fresh ideas to boost your holiday strategy, give it a listen. This episode is full of actionable advice to help SMBs make an impact. 👉 Listen to the episode here: https://lnkd.in/gH7bkHJc Here’s to thoughtful planning and successful campaigns this season! #RetailData #HolidayMarketing #TheCurrentReport #SMBStrategies

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Why is loyalty marketing so vital? Check out this blog on loyalty marketing by Salesforce’s Matthew Schnelker and Merkle’s David Adler to keep your customers coming back for more: https://bit.ly/4iwsAWo

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Really interesting take on the state of B2B marketing. Those of us who've been practicing for a while know that reductionist thinking and the overwhelming demands for immediate results has left most marketing teams ill-prepared to evolve forward on their own. I dare you to read this and tell me it's wrong.

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I had a great conversation with Udi Ledergor 🏳‍🌈, formerly CMO of Gong all about the relationship of brand to pipeline building. Check it out here. #b2bmarketing

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Is your intent data strategy truly giving you a competitive edge? Our new eBook, "The Deprecation of Third-Party Intent," explores the limitations of common data sources and the necessity of diversifying your approach. Discover how to move beyond false positives and bidstream issues to gain actionable insights. #B2BMarketing #IntentData #CompetitiveAdvantage

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