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2024 Slides: Sales Productivity: A Deep Dive into Daily Success
- 1. 2 Sales Productivity: A Deep Dive into Daily Success Kevin Rooney Sr. Director, Sales Development, Demandbase
- 2. 3 What We’ll Cover ● Introduction ● Using Demandbase ABX for Sales ● Win Story!
- 3. 4 Kevin Rooney Sales Leader | Alignment | Strategy Kevin has been part of the SDR team at Demandbase for 8+ years. He started as an SDR and has first hand knowledge on how to best utilize an account-based selling strategy. He and his team are customer 0 and utilize Demandbase in their day to day to drive pipeline based on the insights they see.
- 4. 5 How Leading Sales Organizations Leverage Demandbase SALES & MARKETING ALIGNMENT How engaged & aware are my teams accounts WEEKLY FOCUS Which Accounts & Contacts should I be Focused on this Week? OUTBOUND ALIGNMENT Aligning with team on where to focus time & energy, constantly communicating
- 6. 7 Why Use Engagement Insights? Demo Requests Other Inbound Leads Known Website Visits Anonymous Website Visits Intent Known Anonymous ~10% of Site Traffic ~90% of Site Traffic Off-Site A Wider Spectrum for Prioritization + Personalization
- 7. 8 Inputs Used When Prioritizing Accounts PIPELINE PREDICT SCORE Highest propensity to become an opportunity in the next 30 days ENGAGEMENT SCORING Assigned point system for specific levels of engagement QUALIFICATION SCORE The likelihood of ever becoming a customer JOURNEY STAGES Specific junctions in the buying cycle
- 8. 9 SDR Workflow & Efficiencies
- 9. 10 Account Based Insights for Sales Make it Easy with workflows designed to deliver insights in the channels you live in
- 10. 11 Order of Operations Multiple engaged people, on the verge of being an opportunity MQA PP >70 High Value Pages Competitive Intent High Value Keywords C/L Re-engaged Engaged AE Top 30 All Page Visits This Week Inquiries by Persona High predictive score w/ multiple signals, highly likely to be an opp Case study, product pages, how to guides, etc. strong indicators of interest Potential eval, don’t let competition be first. Individual reports for each competitor Keywords you would pay top dollar for SEO. DB = ABX, Advertising, Predictive, GTM Closed lost > 90 days that are re-engaging 1:Few accounts hand selected by sales that are in engaged journey stage All other pages views this week, organized by persona and engagement minutes All other marketing inquiries sorted by persona and engagement minutes
- 11. 12 Email Digest ● Set-up daily email digest ● Include fields to stack rank list like account, contact, title, account priority tier, engagement minutes, etc. ● Utilize a sales touch filter to create “zero out” lists → show me all accounts that haven’t been touched this week
- 12. 13 Create Your Dashboard & Email Digest
- 13. 14 View Company Insight on the Account ● Easy access company level details ● Company news, intent, and common connections ● Industry section shares challenges, trends and even discovery call questions
- 14. 15 Check Recent Engagement ● Easy access to the most recent engagement ● Hover over timeline to dive understand if the activity was known ● Deep dive into intent and specific known & unknown activities
- 15. 16 See Specific Intent ● Understand intent being researched ● Prioritize intent that is the most important to you ● Create keyword sets for different product types, BUs, segments, etc.
- 16. 17 Uncover Top Engagements ● Understand intent being researched ● Prioritize intent that is the most important to you ● Create keyword sets for different product types, BUs, segments, etc.
- 17. 18 Find More Contacts ● Search based on title, function, level, location ● Sort for confirmed email + phone numbers ● Find connections within your internal network
- 18. 19 Win Story!
- 19. 20 Gather Intel 1. Journey Stage - MQA
- 20. 21 Gather Intel 1. Journey Stage - MQA 2. Pipeline Predict - Highly Likely
- 21. 22 Gather Intel 1. Journey Stage - MQA 2. Pipeline Predict - Highly Likely 3. Role Engagement - CX/VP
- 22. 23 Prospecting on LinkedIn Sales Navigator 1. Company Name 2. Keyword: “Demand Gen” 3. Seniority Level: CX/VP 4. United States
- 26. 27 Thank you!