Jon Miller 5 tactics for Abm

Jon is the CEO and co-founder of Engagio. He was also the co-founder of Marketo but struck off on his own to focus on account-based marketing and sales development.

75% of executives respond to unsolicited marketing material if it contains thought-provoking, relevant information; marketers must zero in on accounts and personalize their experience.

HOW TO: Combine automation with personal touchpoints to close more accounts

Having all of the data in 1 place allows you to personalize each touchpoint with comprehensive research and ensures that solid leads won’t fall through the cracks of an unorganized system.

Start building a solid foundation of data for each of your account prospects/customers →

EngagioThe foundation to successful ABM

Some of this can be automated, but there’s a lot of digging that still needs to be done by people.

Find free contacts on LinkedIn, or buy contact information here →

Data.comThe fastest way to connect with the right decision maker

 

 

Jon advises hiring a freelancer for basic data entry and updating contact information →

UpworkPPC Freelancers

Tier 1 receives the personal campaigns with human interaction at each touchpoint; Tier 2 can be somewhat automated with only a few human touchpoints; Tier 3 is basically fully automated using email blasts, with no human touchpoints.

Engagio 3 Tier lead system

Keeping track of all this data will require a CRM. If you don’t already have one, get started here free →

Salesforce CRM

These gifts are inherently more engaging because customers know you aren’t doing it for everyone.

Help your executives keep their inboxes organized and enlist help for dealing with the onslaught →

FrontEmail management software

Engagio’s 5-step integrated play: 1 — buy ads; 2 — Line up sales team; 3 — Send a direct mail package; 4 — Send an email explaining package; 5 — Send multiple emails from sales, marketing & executives, building a relationship company-wide and answering questions.

An example scorecard to measure teams together →

Funnel reporting scorecard

Help your teams stay organized and streamline their new team processes →

Monday.comPlan. Organize. Track.
*Tools outlined in Orange were mentioned by the presenter.
*Tools outlined in Blue are Successly recommended (not sponsored).

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