What are your top tools/suggestions for making prospecting more effective and efficient? Manual researching and personalization takes forever.
thisisjustno
Best ways marketing can support AEs?
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They're usually top of funnel.
Provide good collateral/case studies. Invest more in the channels that work?
Provide good collateral/case studies. Invest more in the channels that work?
Marketing does research and prospecting?
What I mean is—what can marketing do to make the prospecting I do more efficient and effective? What tools can streamline my outreach best?
I rely on marketing to create top of funnel demand. Research and prospecting is sales responsibility.
Need to make sure our name is in the market and we are top of mind for what we do. Simple things like SEO and making sure the Google algorithms are working. Get us to the right trade shows and get those lead lists going. Make sure our data sheets are updated and current and that we have approved collateral and text we can use for responses to RFPs. Get those inbounds flooding in, and leads qualified and in my hands.
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Generate demand, track engagement and report in a timely (automated and immediate preferable) manner
They can generate lead, help you build cadences etc.
The main thing I care about is generate leads and providing readable data on engagement for clients
Look, I get the "marketing sucks" talk and sometimes that can be accurate. However, it does not have to be this way at all and synergies can be phenomenal.
At a base level, marketing should create/maintain up-to-date and effective one-pagers, case studies, collateral, etc. that salespeople can use when prospects genuinely say "send me some more info". If a sales team doesn't have that, this is priority one.
Evolving from there, marketing needs to establish a company presence in the most apt forum/venue whether that is through trade shows/events/advertising/etc. based on the personality of the ICP prospect. In addition, SEO and data quality in part falls on marketing to ensure sales is going after the right people instead of "Asdf h;kgj" types
The priority has to be making life easier for sales to order make instead of order take. It should help sales find the balance between OB and IB instead of all OB all the time. When that happens, that's when marketing shines.
At a base level, marketing should create/maintain up-to-date and effective one-pagers, case studies, collateral, etc. that salespeople can use when prospects genuinely say "send me some more info". If a sales team doesn't have that, this is priority one.
Evolving from there, marketing needs to establish a company presence in the most apt forum/venue whether that is through trade shows/events/advertising/etc. based on the personality of the ICP prospect. In addition, SEO and data quality in part falls on marketing to ensure sales is going after the right people instead of "Asdf h;kgj" types
The priority has to be making life easier for sales to order make instead of order take. It should help sales find the balance between OB and IB instead of all OB all the time. When that happens, that's when marketing shines.
just because something takes forever doesnt mean its bad or needs to be changed. if its not effective, thats a different story.
The best way marketing can support sales is to focus on creating demand for the product. This will create more prospects that look your YOUR product specifically.
The best way marketing can support sales is to focus on creating demand for the product. This will create more prospects that look your YOUR product specifically.
Relevant content and messaging. Customer testimonials. White papers. Customer research/interviews. Webinars.
Two ways that I can think of:
- External: Target the right personas, the right content for them and the right value to drive.
- Internal: Provide customer case studies to AEs, provide good emailing content and supporting collateral to SDRs. Be in touch with market changes more efficiently and faster so they can relay the same to the AEs'. A lot more I guess.
- External: Target the right personas, the right content for them and the right value to drive.
- Internal: Provide customer case studies to AEs, provide good emailing content and supporting collateral to SDRs. Be in touch with market changes more efficiently and faster so they can relay the same to the AEs'. A lot more I guess.
Stop spamming the shit out of people. LOL.
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