Agent3’s Post

With buying groups growing substantially, meaning qualification can no longer depend upon a single hand raise, you might have invested in an ABM platform that pinpoints accounts showing clear intent for solutions like yours. But if your SDRs are used to simply following up on traditional MQLs – individual contacts who have raised their hand – the shift to an account-based selling motion can be a jarring one. MQAs represent buying groups who are in buying mode, but without individual contact engagement, your team can be left staring at a blank slate. In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need to convert intent into conversations - rapidly. https://hubs.li/Q02PJM3Y0 #demandgeneration #abm #intent #b2bsales #b2bmarketing #mqa #pipeline

Marketers; you’ve invested heavily in the ABM platform (let’s call it 7senses or Demandface), you’ve got the dashboard, you’ve got the data. You sit back, press the button and then….. hmm… The SDRs have a great database and can identify companies showing intent (albeit without knowing if that matches to the regions the decision makers are located), but it’s doesn’t seem to be returning sales opportunities. Sound familiar? We hear it all the time from our clients. Then my colleague Peter Lundie has written this helpful article on how to make inroads to tackle it. #abm #revtech #demandgeneration #intentdata oneninefive Agent3

This is coming up more and more with customers we're talking too. Identifying high intent accounts is one thing, identifying the people who will make the buying decision is quite another. Turning a data signal in to a real world conversation is no easy thing, and many in-house SDR teams don't have the time or inclination to walk the virtual halls and reach the prospects that matter. I don't blame them, it's hard work and it can be easy to just move on to the next call when you don't get through or are met with a "no". Luckily we have a team who have the tenacity and skill to navigate complex enterprise organisations to make things happen and if you'd like to find out more about how they do it, let me know! #b2bmarketing #intentdata #SDR #BDR #B2Bsales

Q4 pipeline panic? One of the challenges we're hearing a lot from customers is getting sales opportunities back from a seemingly great database of companies showing intent. How do you identify the people who will make the buying decision from a list of high intent accounts? MQAs represent buying groups who are in buying mode, but without individual contact engagement, your SDR team can be left staring at a metaphorical map without a compass - where to start? In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need tackle this issue and convert these theoretical 'qualified' accounts into actual conversations. https://hubs.li/Q02TdKNZ0 #revtech #demandgeneration #pipeline #intent #b2bmarketing #abm #demandmarketing #sales #conversion

Signal-based Selling (SBS) is the new buzz for B2B GTM teams (or "inbound-led outbound"). Uhh isn't that just outreach based on intent data and we've been doing that for years? Sam Levan, CEO at MadKudu, and the team launched a copilot 1.5 months ago for B2B GTM teams to easily implement and operationalize signal-based selling. I asked Sam if he's down to do a Zoom call with me on SBS in 2 days. He said yes - and you can join. Here's what we'll cover: - What is signal-based selling? - How can GTM teams leverage it? - Is it really different from intent data? - Why is it more relevant in 2024 than ever before? - What are the different signals a company should track? - What are the results and uplifts a B2B company can expect from implementing it? We'll do it live on Zoom and include a Q&A section at the end. This Thursday, May 2nd @ 10.30 - 11.30am EST. If you've been thinking about implementing or exploring signal-based selling, join and bring your own questions (BYOQ). Register here: https://lnkd.in/esbPSgzc

Pinpointing Precision: How TAM, SAM, and ICP Focus Your B2B Strategy 🎯 In the complex theater of B2B sales, precision is not just an advantage—it's your strategy's linchpin. Understanding the layers from Target Addressable Market (TAM) to Serviceable Addressable Market (SAM) and down to your Ideal Customer Profile (ICP) isn't merely academic; it dictates your campaign's success or failure. Start with TAM—your broadest potential market. Imagine the universe of possibilities where your product or service might shine. Now, hone in on SAM. This is where reality checks in. SAM represents those within TAM actually reachable with your solutions, given your current business model and geographic reach. The real game changer? Zeroing in on your ICP. This focused approach doesn't just acknowledge who might buy, but hones in on who will likely buy, benefit from, and champion your product within their own networks. For SaaS companies, healthcare tech firms, and all who court the B2B arena, aligning your account-based marketing strategies from TAM to SAM to ICP means moving from a shotgun approach to a sniper's precision. Every marketing dollar and every sales call becomes a calculated move rather than hopeful guesswork. Dive deep into your TAM to extract a SAM that's not just sizable but serviceable. Then, distill this further to an ICP that isn't just a potential client but a probable partner. This streamlined focus ensures that your marketing efforts are not just seen but are impactful, turning broad potential into concrete profitability. 🌍➡️🎯➡️💼 #B2BMarketing #AccountBasedMarketing #SalesStrategy #SaaS #HealthTech #BusinessDevelopment #ICP #B2BSales #TAM #SAM #PrecisionMarketing #CLevel #TechInnovation #MarketingTips #B2BBusiness #SalesSuccess #BusinessGrowth #MarketSegmentation #ClientAcquisition #StrategicMarketing #ExecutiveDecision #Profitability #BusinessSolutions #IndustryLeaders #MarketFocus #ServiceableMarket #IdealCustomer #LeadGeneration

I see lots of great conversations and observations about Lead Scoring and Buyer Intent for B2B so here's my take: Someone browsing your solutions and pricing pages is sending clearer buying signals than someone trading contact details for a content asset. This is true even if you don't get their contact info. Demand gen has its place, but people completing your forms aren't sales-ready leads if they're browsing top-funnel assets. Rather than having sales teams and SDRs chasing down people who aren't in buying mode, shouldn't they focus on the prospects signaling they're ready to compare options? There are a lot of great tools available at low cost or even free that will help you identify traffic on your bottom-funnel pages so that you can target buying committees with pinpoint accuracy. The best prospects are those booking calls in your sales team's calendar, the next best are those looking at what your product does and how much it costs. Not the ones trading contact info for top-funnel assets. #intentdata #b2bmarketing #leadscoring Mildly relevant image via DALL-E

Tired of Chasing the Wrong Whales? Land High-Value Accounts with Laser-Focused ABM Cut Through the Noise: Our personalized approach gets you in front of the decision-makers who matter most. Build Lasting Partnerships: Go beyond transactions, foster trust and create long-term value for your key accounts. Unlock Revenue Potential: Drive bigger deals with focused campaigns that convert high-value prospects. Stop wasting time on unqualified leads. Target the right accounts and watch your revenue soar with strategic ABM. #b2bmarketing #accountbasedmarketing #highvaluecustomers #revenuegrowth #abm #b2bleads #manliticsb2b

Tired of Chasing the Wrong Whales? Land High-Value Accounts with Laser-Focused ABM Cut Through the Noise: Our personalized approach gets you in front of the decision-makers who matter most. Build Lasting Partnerships: Go beyond transactions, foster trust and create long-term value for your key accounts. Unlock Revenue Potential: Drive bigger deals with focused campaigns that convert high-value prospects. Stop wasting time on unqualified leads. Target the right accounts and watch your revenue soar with strategic ABM. #b2bmarketing #accountbasedmarketing #highvaluecustomers #revenuegrowth #abm #b2bleads #manliticsb2b

Interesting interview with Brent Adamson, where he discusses a key insight for B2B sales: it’s easy to assume that over-serving customers will lead to growth, but his research offers a different view: "Service drives retention, but it doesn't drive growth." The real value lies in helping customers get the most out of what they’ve already bought—ensuring they’re truly benefiting from their investment. This focus not only builds retention but also frees up resources for genuine growth efforts, like identifying new ways to help customers achieve their objectives or uncover unrealized opportunities. It’s about being efficient with time and resources, prioritizing value over endless service. #B2BSales #CustomerRetention #GrowthStrategy #CustomerSuccess #CustomerImprovement