Erica Neal’s Post

Selling to large companies has become more challenging than ever. Leaders, sales & marketing professionals, and others in key roles work hard to increase revenue to meet year-end goals. To resolve this, solutions like investing in more salespeople and PR, investing in a new cool CRM tool and buying an ABM tool often fall short for one key reason: - They don’t provide an orchestrated approach to complex B2B sales and marketing. 🔹 Hiring More Sales Staff might seem logical, but since recruits absorb time from your rainmakers, it is counterproductive in large, complex B2B deals. Scale, enhance, and enable your rainmakers’ impact instead of adding arms and legs. 🔹 CRMs and Sales Platforms help you store and track data, but they lack the orchestration depth needed to engage and track individual stakeholder engagement across multi-layered organizations. Winning B2B deals today is not just about hunting for more leads. 🔹 PR campaigns can raise visibility, but it is difficult to reach the right decision-makers. 🔹 ABM Tools focuses on specific accounts, which is excellent, but they often miss reaching the specific roles across multiple channels. Advertising towards large companies are costly and you cannot guarantee that you reach all the relevant stakeholders. Imagine a discipline designed into ONE platform where your sales and marketing teams work seamlessly, orchestrating B2B deals. 1️⃣ Consistent Brand Awareness – Position your rainmakers as thought leaders so they’re recognized and trusted within the buying group. 1️⃣ Multi-Channel & Hyper-Targeted Media Engagement – Reach key stakeholders where they are across LinkedIn, Instagram, YouTube, Google, Yahoo, and over a million sites using IP targeting, geo-fencing, retargeting, and more. 3️⃣ Stakeholder Tracking—See exactly who is engaging with your content at both the company and individual levels. This allows your team to prioritize high-potential leads and make the right strategic moves. 4️⃣ High-Impact Moves—Access tailored guidance for each stage of the sales cycle based on insights from some of the world’s best rainmakers and lessons from successes and failures. 5️⃣ Integrated Orchestration – Align your sales, marketing, and messaging to scale your reach—all within one platform. With Megadeals, you’re not just adding more tools but transforming complexity into clarity and guiding stakeholders from awareness to engagement to action. Ready to see the difference? Let’s connect, and I’ll show you how the Megadeals Discipline can drive growth, even in challenging times. 🌐 #Strategy #MediaTargeting, and #StakeholderInsights #Actionableguide #B2B #Sales #Marketing #Megadeals #DealOrchestration #StakeholderEngagement #ABM –> All-in-One Platform for Complex B2B Deals <- 🌐

Been doing some interesting outbound work with a few clients targeting larger/enterprise brands recently. As anyone that’s dabbled in ABM will know, doing your prospect research properly (and continually) is a big part of the job. Fortunately technology can now do most of this hard work for you, so your sales team can focus more on the actual selling. Using a combination of Clay, AI and a few other integrated tools via API (BuiltWith, Serper, RocketReach, Apollo.io, Findymail and LeadMagic we’ve built an automated workflow that tells the business the following (and updates every 24 hours with any new insights)... Account Level: - Finding the relevant decision maker for their product or service (name, job title, Linkedin profile) - Any recent articles/press the prospect has been quoted in (with a link to the article and summary of what they said) - Any Recent Youtube podcast/webinar appearances by the prospect (with a transcription and summary of what was shared) - Any recent public speaking engagements (the event, the date and a summary of what they shared) - A concise summary of their Linkedin profile (where they’ve worked, what they’ve achieved etc) - 3 most recent Linkedin posts (with links and the post content) - Whether the prospect is part of any industry associations - Validated email address - Validated phone number (Direct Dial) - Decision maker mapping (information on other key stakeholders by name, job title, and relationship to the prospect)  - Company Level - Upcoming or past company event attendance - Whether they are hiring for certain roles - Technologies used across the company - Any recent company award wins - Any recent major project win announcements - Company structure (independent or part of a group) - Website and SEO performance (this is a big old can of worms but we tend to focus on month-on-month keyword performance and website traffic as a starting point) - Summary of top 3 projects shown on their website - Overview of longer term strategic priorities (leveraging annual reports, companies house data and 10k if they are a public company in the US) What’s amazing here is getting this information for each prospect costs less than $0.05 and feeds directly into the company’s CRM so you get continually updating insights and verified contact information for each prospect to leverage in your outreach, meeting prep, or follow up. And, we aren’t limited to just these insights or information. We basically just ask the BDMs or SDRs what research they’ve been doing manually and then work out a way to automate as much of it as possible. And then add in some extra magic that we know has been helpful for other clients. Going into 2025, I think this will be a standard approach for how to build prospect intelligence, and interestingly works just as well for companies with a massive addressable market (but that’s probably a whole other post). Sales and marketing technology is blowing my mind at the moment. #ABM

If you're a sales rep and can’t appreciate the value of ABM when it's so tightly connected to YOUR goals and is designed to help YOU get prospects deeper in the funnel, then you need to stop and read! Last week I hosted a roundtable that included event marketers/field marketers. I was shocked when they shared how little faith their sales colleagues have in marketing's ABM efforts and this got me to thinking… Do sales reps truly appreciate that the reason why field marketers are increasingly seeking validation from them is in order to design events that not only align with their ABM strategies but drive prospects for them? If you are a sales rep and you don't or can't appreciate that, you should listen up because Field Marketers are at the forefront of planning and executing the events that drive pipeline for you! As companies shift towards ABM, the role of the field marketer is evolving. They now require closer collaboration and more direct validation from their sales counterparts to ensure that the events they organize are strategically aligned with sales objectives. Getting that validation from the sales team helps ensure that these events lead to higher engagement rates and deals that close faster! When they get VALID and RELIABLE sales input from you, your marketing colleagues can effectively allocate resources to activities that directly contribute to closing deals or advancing conversations because events tailored to specific accounts are more likely to generate a higher ROI as they focus on high-value targets. Integrating ABM into event planning involves a meticulous process where both sales and marketing teams need to work hand-in-hand. This integration is crucial for crafting experiences that are personalized and relevant to YOUR prospects so, if you’re in sales and marketing is asking for your input, you should PUT THAT COFFEE DOWN and do what they say! You need to provide your Field Marketing team with insights into which accounts should be targeted and why so that they can create content that is tailored to address the specific challenges and needs of those accounts. This can’t be done without your input, and it doesn’t end when the event is over. Regular feedback sessions post-events will help both you and your marketing counterpart as they will be able to refine strategies and understand the effectiveness of their approach towards different accounts. And while it won’t be easy, if you focus on a few of these items you should be sailing through clear skies soon enough: ⭐ Communication gaps ⭐Differing priorities between sales and marketing ⭐Unified approach to metrics None of the above is an easy task, I won’t bull$hit you on that, but here is something really easy you can do to get that bull by the horns 🐂 Establishing regular meetings… that’s it. Just do that and come prepared to talk around the issues that plague you and how best to thank me 😉 😎 😏 #abmstrategies #abm #fieldmarketing

📈 Boost Your Sales with Multichannel Outreach! Struggling to get responses from prospects? It’s time to go beyond the basics. With Closely, you can create dynamic, multichannel campaigns that combine email and LinkedIn outreach for maximum impact. 👥 Reach more people. 📩 Engage them effectively. 🎯 Close deals faster. Whether you’re a solo sales pro or part of a powerhouse team, Closely gives you the tools to connect, convert, and grow. Ready to supercharge your sales? 👉 Check out Closely now: https://lnkd.in/gJCBc79Y #SalesEngagement #B2BSales #LinkedInOutreach

Execute LinkedIn B2B Lead Gen = Right Person, Right Message, Right Time Hello, CEOs & CROs! Ever feel like your Account Executives are the archers of your business, but they’re not quite hitting the bullseye? It might not be their aim that’s off—it could be that they're not using the right arrows, or maybe they're not showing the right profile to the target. Here’s how Magic Pretzel ensures your AEs are always equipped to hit that sales trifecta: 🖼️ Presenting the Right Profile: Instead of talking about themselves, we tailor your AEs' profiles to speak directly to their target audience, highlighting how they solve their specific problems. 🎯 Targeting the Right People: Like setting up a GPS for your sales journey, we help navigate through the market to find the decision-makers who actually want to hear what you have to say. 💬 Engaging Conversations: We shift from pitching to engaging, using social selling techniques to build meaningful relationships. It's about starting dialogues that turn into long-term partnerships. Magic Pretzel doesn’t just set the stage; we script the play for success. Here’s how we do it: 🔍 Data-Driven Insights: We use advanced analytics to understand when and why each type of customer is most likely to engage. 🔄 Feedback Loops: Constant input from the field ensures that our strategies are always evolving, never static. 🛠️ Tool Integration: Seamlessly integrating with your existing CRM and sales tools to make these insights actionable without reinventing the wheel. Are you ready to equip your AEs with the precision of a master archer? ✍️ How do you ensure your sales team's profiles resonate with your target audience? ♻️ Share this post if you value strategic precision in your sales process! #SalesStrategy #CRO #B2BSales #PrecisionSelling #SalesSuccess

PUT THAT COFFEE DOWN!!! If you're a sales rep and can’t appreciate the value of ABM when it's so tightly connected to YOUR goals and is designed to help YOU get prospects deeper in the funnel, then PUT THAT COFFEE DOWN and LISTEN!!! Last Friday I hosted a roundtable that included event marketers/field marketers. I was shocked when they shared how little faith their sales colleagues have in marketing's ABM efforts and this got me wondering… Do sales reps truly appreciate that the reason why field marketers are increasingly seeking validation from them is in order to design events that not only align with their ABM strategies but drive prospects for them? If you are a sales rep and you don't or can't appreciate that, you should listen up because ABM, Field and Event Marketers are in the trenches every day planning and executing the events that drive pipeline for you! As companies shift towards ABM, the role of the field marketer is evolving. They now require closer collaboration and more direct validation from their sales counterparts to ensure that the events they organize are strategically aligned with sales objectives. Getting that validation from the sales team helps ensure that these events lead to higher engagement rates and deals that close faster! When they get VALID and RELIABLE sales input from you, your marketing colleagues can effectively allocate resources to activities that directly contribute to closing deals or advancing conversations because events tailored to specific accounts are more likely to generate a higher ROI as they focus on high-value targets. Integrating ABM into event planning involves a meticulous process where both sales and marketing teams need to work hand-in-hand. This integration is crucial for crafting experiences that are personalized and relevant to YOUR prospects so, if you’re in sales and marketing is asking for your input, you should PUT THAT COFFEE DOWN and do what they say! You need to provide your Field Marketing team with insights into which accounts should be targeted and why so that they can create content that is tailored to address the specific challenges and needs of those accounts. This can’t be done without your input, and it doesn’t end when the event is over. Regular feedback sessions post-events will help both you and your marketing counterpart as they will be able to better understand and refine the effectiveness of their approach towards different accounts. And while it won’t be easy, if you focus on a few of these items you should be sailing through clear skies soon enough: ⭐ Communication gaps ⭐Differing priorities between sales and marketing ⭐Unified approach to metrics I won’t bull$hit you and say this will be easy, but here is one really easy thing you can do to get that bull by the horns 🐂 Establishing regular meetings… that’s it. Do that and come prepared to talk about the issues that plague you and how best to thank me later. 😬

Case Study: Achieving Exceptional Results with Cold Email Outreach Overview This year, a series of cold email campaigns were launched for a Holistic Wellness Treatment Center, targeting referral partners to drive awareness, build relationships, and increase client referrals. Despite being a cold outreach effort, the results were outstanding, demonstrating the power of strategic email marketing. Key Campaign Results 1️⃣ Email #1 – Subject: Helicopter Your Clients’ Healing Total Recipients: 961 Open Rate: 54.2% 🌟 Over 2x the industry average (~22%) Click-Through Rate: 7.4% 🌟 Exceptional performance (industry average: ~2-3%) 2️⃣ Email #2 – Subject: Where Transformative Therapy Meets Seamless Client Care Total Recipients: 885 Open Rate: 50.2% 🌟 Still double the industry average Click-Through Rate: 2.7% ✅ Solid and within benchmarks 3️⃣ Email #3 – Subject: Unlock Transformative Healing Total Recipients: 862 Open Rate: 36.2% ✅ Above average, but room for improvement Click-Through Rate: 1.7% Why These Results Are Remarkable This was a cold outreach campaign, targeting referral partners unfamiliar with the brand. Achieving open rates as high as 54.2% and click-through rates of 7.4% highlights: - The effectiveness of personalized, audience-focused messaging. - The power of compelling subject lines and clear CTAs. What Worked? ✅ Personalized Messaging: Emails addressed the specific needs of referral partners, making them feel valued. ✅ Engaging Subject Lines: The high open rates show how well-crafted subject lines captured attention. ✅ Action-Oriented CTAs: Simple, direct links encouraged engagement and increased clicks. Room for Improvement 🔹 Follow-Up Strategy: Adding follow-ups for non-openers could boost engagement. 🔹 Interactive Elements: Incorporating visuals or videos may enhance click-through rates. 🔹 Shorter Copy: Simplifying the message could encourage faster engagement. ROI Estimation Estimated Revenue from Referrals ~$11,000. Takeaways from This Success 💡 Cold outreach works when messaging is tailored and strategic. 💡 Referral programs are a cost-effective way to build relationships and generate revenue. 💡 Consistent tracking and optimizing campaigns can unlock even greater success. Are you ready to unlock the potential of cold email outreach for your business? Let’s connect and create a strategy that drives results. #ColdEmailOutreach #EmailMarketing #CaseStudy #FractionalCMO #HealthAndWellnessMarketing

1. Understand Client's Target Audience: - Have a thorough discussion with your client to understand their ideal customer profile (ICP), including industry, company size, location, revenue, and other relevant factors. - Determine the specific criteria that are most important for identifying potential target companies. 2. Research Relevant Companies: - Utilize various resources such as industry databases, business directories, and market research reports to identify companies that match your client's criteria. - Look for companies that align with the client's target market and have a higher likelihood of being interested in their products or services. 3. Use Online Tools and Platforms: - Leverage online tools and platforms like LinkedIn, Crunchbase, ZoomInfo, or Hoovers to search for companies based on specific criteria. - Use advanced search filters to narrow down your results and identify companies that closely match your client's requirements. 4. Gather Contact Information: - Once you have identified relevant companies, gather contact information for key decision-makers within those organizations. - Look for contacts in roles such as CEOs, CMOs, marketing managers, sales directors, or other relevant positions. - Use tools like Hunter.io, Clearbit, or LinkedIn Sales Navigator to find and verify email addresses and other contact details. 5. Network and Referrals: - Tap into your professional network and ask for referrals or introductions to contacts within target companies. - Attend industry events, conferences, or networking meetings to meet potential contacts and build relationships. 6. Engage in Social Selling: - Use social media platforms like LinkedIn to engage with prospects and decision-makers at target companies. - Share relevant content, participate in industry discussions, and connect with potential contacts to establish rapport. 7. Build and Maintain a CRM Database: - Organize your contacts and company data in a Customer Relationship Management (CRM) system to keep track of interactions and manage communication effectively. - Segment your database based on criteria such as industry, company size, or stage in the sales cycle. 8. Develop Personalized Outreach Campaigns: - Craft personalized email outreach campaigns tailored to the specific needs and pain points of your target audience. - Provide value-driven content or offers that resonate with recipients and encourage engagement. #LeadGeneration #B2BLeads #InboundMarketing #OutboundLeads #SalesFunnel #MarketingStrategy #BusinessLeads #OnlineLeads #DigitalMarketing #LeadQualification #DemandGeneration #CustomerAcquisition #SocialMediaLeads #EmailMarketing #ContentMarketing #TelemarketingLeads #CRMIntegration #MarketingAutomation #PPCLeads #SEOLeads #ABMLeads (Account-Based Marketing) #DataDrivenMarketing #LeadScoring #ColdCallingLeads #MQL (Marketing Qualified Leads) #SalesProspects #ConversionOptimization #LandingPageOptimization #BusinessDevelopment #TargetedLeads

🚀 Boost Your Sales Outreach with a Targeted Prospect Email List! 🚀 In today's competitive market, reaching the right audience with the right message is more crucial than ever. That's where a Prospect Email List comes into play. But what exactly is it? What is a Prospect Email List? 📧 A Prospect Email List is a curated collection of potential customers' email addresses, carefully selected based on specific criteria such as industry, job title, company size, and more. This list is designed to help businesses streamline their marketing efforts and connect with decision-makers who are more likely to be interested in their products or services. Why You Need a Prospect Email List: 🔹 Targeted Outreach: Reach individuals who fit your ideal customer profile. 🔹 Increased Efficiency: Save time by focusing on prospects who are more likely to convert. 🔹 Higher Engagement: Personalized emails lead to better open and response rates. 🔹 Cost-Effective: Maximize your marketing budget by targeting the right audience. How to Build an Effective Prospect Email List: Identify Your Ideal Customer Profile (ICP): Understand who your best customers are and what characteristics they share. Use Data-Driven Tools: Leverage platforms that offer accurate and up-to-date contact information. Segment Your List: Categorize prospects based on relevant factors to tailor your messaging. Verify and Cleanse Data: Regularly update your list to maintain accuracy and relevance. Ready to Elevate Your Sales Strategy? 🌟 Creating and utilizing a Prospect Email List can significantly enhance your sales and marketing efforts, leading to higher conversion rates and a stronger ROI. If you're looking to take your outreach to the next level, it's time to invest in a robust Prospect Email List. 🔗 Connect with us to learn more about how we can help you build a high-quality Prospect Email List tailored to your business needs. #SalesStrategy #EmailMarketing #LeadGeneration #BusinessGrowth #ProspectList #MarketingTips #B2BMarketing #CustomerEngagement https://lnkd.in/gVMci8Ud