Transcript
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welcome back to be to be growth. I'm
Dan Sanchez with sweet Fish Media and
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today we're still continuing this a B M
journey that we've been on for almost
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two weeks now. I've been learning a ton.
It's been fun. But now I'm sitting down
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with Matt Hines, who is the president
of Heinz Marketing Incorporated, and
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I'm excited to talk to him because he
is certainly a thought leader in the
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space. He's one of the most influential
people that I've seen sharing advice,
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helping people consulting in the B two
B marketing world. And I'm excited to
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talk about one place where I don't
really have a clear answer to as
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someone who's coming from a B two C
space. And I've done a lot of legion
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and other companies, even in the B two
C space and in the nonprofit space and
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in higher red like I'm like doing lead
generation has been a very comfortable
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thing for me. I've done a lot of ads,
have run a lot of marketing automation
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campaigns, like a lot of split testing
on the landing pages, you know, to try
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toe, try to get people from unknown to
aware to engage to contacting sales,
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right? But now is I'm digging into this
A B M space. One question that I've had
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in the back of my head is like, Well,
can you actually do a B M effectively
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and do lead generation? Are they two
different things that you could run it
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the same time? Or do you really have to,
like, pick one or the other? So I
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wanted to have Matt on the show today
to kind of like explore this topic of,
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like, the two different methodologies
in B two B and how they can work
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together or how they conflict. So, Matt,
what do you think about when you think
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about these topics of using that these
very different approaches? Yeah. Well,
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first of all, Dan, thanks so much for
having me. It's a pleasure to be here,
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and I don't think you could do all one
or all the other. And here's why. Like
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I mean you when you're when you're
going to get an agreement from a
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company, you sign up a new client or a
new customer. It's the logo of the
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company on the wall. So it's the
account you're really going after and b
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two b, but the building doesn't write a
check like people in the organization
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write a check. You can say it's an
account based program, but the company
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will never pick up the phone. The
building were Never answer your email
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so you're still marketing to contacts
or leads like however you want to call
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it. So technically, you are always
doing individual campaigns with an
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account orientation. And what I mean by
that is you start to measure the impact
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of your marketing, not by how many
people raised their hands by by my how
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many accounts in your target
addressable market are engaged,
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qualified in your pipeline and then
close. So I do think it's important for
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the vast majority of B to B companies.
Thio adopt an account based orientation
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to their go to market strategy. But
it's still really important to remember
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that you have to have a specific,
personalized, relevant message to
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individuals across multiple channels to
be successful. So you're saying you can
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run them together? E think, yes, but I
would say that it's a slippery slope
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for some companies to say, See, it's OK
to still just do lead based marketing
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because if you're trying to get a big
account, you have to know that there's
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a buying committee inside that large
account. There's multiple people that
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have a vested interest in that outcome,
and your your ability to get that deal
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closed is going to depend on how well
you can create some internal consensus,
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mo mentum and really commitment to
change inside that organization. So if
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you could get multiple people to come
to that conclusion around the same time,
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you're far more likely to get the deal
done. So you still have to talk to
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those individual people. But you talk
to them as members of a group, not as
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individuals. Siloed leads. That's the
difference, right? Like if I have six
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different leads, quote unquote that air
from the right company that air
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generated. Unless they God forbid you
round robin those leads around to your
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team. You just sent six leads from the
same company to six different STRS, and
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maybe they're all exploring the exact
same problem in the exact same buying
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committee group Boy, that's really
gonna piss him off that'll send them
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right into the arms of your competitors.
So you have to have an account
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orientation to the way that you target
the way that you organized and follow
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up as well as the way you sell. And I
think that you know, the majority of
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companies. I mean, we've been talking
about account based on a B M for a very
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long time. The majority of companies
still aren't there. We actually did a
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poll earlier this week on LinkedIn had
we've got about 300 people that have
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responded to the question of like, Have
you transitioned your marketing
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approach and dashboards from lead based
to account based, And only 26% said yes,
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we had about 36%. That said, they're
working through it currently, and
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almost 40% said no. So four and attend
B to B companies. Despite all this talk
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and frothiness about account based are
still doing, you know, landing pages
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and round robin, the sales teams. It's
amazing. I remember just posting about
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a B M this morning, and somebody's like,
What's a B m like literally somebody in
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the B two B space you're like, Okay, so
not only are like that many people not
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executing it, they don't even know what
the orientation is or what what they
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could be doing differently. Or they
just they could be doing it very well
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and just don't put it name on it. I
mean, there are Ah lot of companies
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that for years if not decades, have
been addressing and orienting their
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behavior towards the account, not the
individual. So they didn't they didn't
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need a fancy new acronym to do this,
and I would argue the value of the
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acronym. So two things. One of the
value of the acronym is only and
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getting people aware that this is a
better way of doing things. Like five
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years ago, we were all really excited
about something called Social selling.
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You don't hear that term very much
anymore, now that the activities behind
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social selling are just a part
unevolved version of successful selling
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A B M stands for account based
marketing, which is a terrible title
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because it makes it sound like it's a
marketing initiative and the companies
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that are doing well in adopting account
based treated, Maura's an account based
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goto market motion, not necessarily
just an account based marketing effort.
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So I think it's I'm not worried if
people don't know about are inside
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baseball language and acronyms. But I
do think unless you're doing a very
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transactional B two B sale, you know
you're taking an account. Orientation
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is gonna create farm or efficiencies in
your business. Now it's interesting
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because a lot of this comes back to
like how your tools air used because
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it's not always easy toe target
someone's account. I mean, I'm even
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looking at our own, our own tools that
we use Hub Spot and they have some A B
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M type features and where I can load in
a list and then track. You know how
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that how it goes with that list is we
try toe, move them from unaware to
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aware, too engaged in all that kind of
stuff. But if people start coming in
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and maybe we're addressing market
that's so large and just be to be tech
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companies that are over 50 employees,
so it's a huge market, I won't be able
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to find a list of all of them. If I did
then I don't know, even if I would load
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them all in the hub spot necessarily.
But where I'm struggling is How do you
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then account for the fact that, like
you could have a list? Ah, list of 100
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or maybe 1000 companies. You want to do
some account based marketing with, but
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at the same time, like if somebody
comes in the door and you don't know
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who they are, you know, and just
request a consultation or request the
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lead magnet somewhere, you're
essentially running very. Two different
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marketing funnels, one to deal with,
the one off that came in and the
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different kind of campaign that's
recognizing that certain lead came in
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that belongs to one of the accounts
that you're targeting. Do you think
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that those two things can work side by
side in peril? Like as a marketing team?
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I know that they can. I know that they
can, because we do it and I'll walk you
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kind of good examples of how we do it.
So we taken account orientation to all
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of our sales. Once the opportunity
comes in, we want toe, you know,
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coordinate behavior across members of
the buying committee. We have an
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account orientation to not just our
marketing programs, but how we sell,
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but let me But how you differentiate
those programs is you have your
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proactive named account targets like
there's a reason why sales people call
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them named accounts, because we say
these are the companies, these 100
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these 400 whatever thes air, the
company names that we want to sell.
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Teoh. Right? So we have that same list.
We say. Okay, like based on certain
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criteria, Here's the companies that we
think we should sell to. Who are the
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buyers in those companies? Where do we
find them? How do we reach out to them?
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How do we sort of how do we proactively
work them through the final and will
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help them through the buying journey?
So those are our target proactive
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accounts? There are many other
companies to your point. There's many
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other companies that would like that
need help building predictable
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pipelines, which is what we dio some of
them read our stuff, find our best
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practice guides, listen to a podcast
like this and ultimately find their way
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to our website. And then they say, Hey,
we need some help, so it's not that I
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won't sell to them, but the way that I
sell to them the way I still think
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about sort of building internal
consensus is not that different than I
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have done my named accounts. And so
there's my proactive effort where I say,
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here's the X number of companies I care
about and I have a goal for what I
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expect to sell on building my pipeline
from those companies. I have a separate
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funnel that maybe here's my inbound
leads and a lot of companies. I think
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topo is maybe the first I heard talking
about Topo is now part of Gartner. They
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talk about the double funnel right and
saying, like, you know, and the double
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funnel, it might be three or four
funnels, depending on the nature of
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your lead, because you say someone I'm
targeting. I may have a lower
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conversion rate from lead to
opportunity, but ah, higher conversion
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rate from opportunity to close for my
inbound leads. It might be the opposite,
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right? Like so I So you, if you've got
a different set of economics for
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different types of leads, either based
on the size of the business or based on
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inbound versus outbound or versus
targeted versus reactive, it's very
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much okay to run those two different
forms. I think the equalizer, though,
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is once you have a qualified
opportunity and it's especially
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important that you have an account
based motion to get that company to buy,
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even a company that is a short term,
qualified opportunity still has to go
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through the motion of making making a
choice, justifying a decision and
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ultimately buying. I think an account
orientation to selling at that point
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becomes extremely important, even for
those that come to you and are already
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pre qualified. His leads makes sense
now. Essentially splitting your
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marketing resource is in order to serve
two funnels or do you just kind of like
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the whole everybody ends up serving?
Both funnels equally across your team,
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and the resource is, Do you almost have
to, like, create the designation
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between them? It's a great question. I
mean, and there you know, the the easy
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way for us to do it. That almost anyone
could do is we created a custom object
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in sales. What's not cups? This project
it's we created in the drop down of
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account type in salesforce, what you
could do in Hub spot or wherever else
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there's an account type called named
account, right? And so if you're in
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Salesforce doesn't account, You're
you're our name to counter here, not
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right. And so that drop down changes a
lot of things. It changes. You know
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what happens when an inbound lead comes
in? If an inbound lead comes in off of
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our website and the company name on the
lead matches unnamed account, it gets
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flagged differently than if it was just
a random lead. If someone in a named
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account does something on our website,
they might get a elevated score in
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Marcato because there was a named
account Doing that versus just a random
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person doing that right And then, in
general, like we have different go to
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market place for our named accounts for
the companies we say we want to target.
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And then the inbound leads may go to a
different person or may get, get, just
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have a different process. Different
workflow. So it's not that we think
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one's better than the other inherently
if they show interest, but we
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definitely have different strategies.
Different go to market motions for the
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two groups. So with that in mind, it
seems like that would kind of be like
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everybody would be doing that like I
can't imagine demand Jin doesn't have a
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process or falling in the lead That's
come off of their website that maybe it
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doesn't fit their i c p. And it's not
being tracked currently in there
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software or whatever. But I mean, I
guess they have a whole list of
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everybody in their software, right? And
that's why their demand base, But like
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everybody doing purely a B M is still
having to do legion at the same time
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because they're still going to get
inbound leads. Yes, yes. You still have
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to build processes for all the accounts
that are coming in that aren't in your
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a countless. Yeah, so it just depends
on where you're at. So, I mean, if your
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brand new company, maybe you're not
getting a bunch of leads in right? If
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your brand new company, if you don't
have a website that's been around for
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very long. If you haven't been
producing content, maybe you don't have
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the S e o juice and natural traffic is
going to generate natural leads. So now
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you've got to go on gonna be entirely
outbound. Well, who you gonna target
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Well, you better make sure who you're
targeting our companies that you
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actually want to sell to, right?
Conversely, you know, let's say you do
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get a lot of traffic like we got a
decent number of leads on a daily basis
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on our website. I mean, I'll be honest,
like I love them all. They're all
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welcome to my content. But most of
those inbound leads are I would not
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consider qualified prospects for us.
They're not companies that either need
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what we have or can buy what we have or
in the market for what we have, right?
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And so I think, you know, inbound leads
ca NBI a false positive. If you say,
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wow, we're getting all these leads and
we're gonna assume the same conversion
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rate as if they were All named accounts
are all target accounts. They're not.
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So the MAWR qualified leads air in that
mix from your inbound them or that can
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subsidize the need for other outbound
activity. Like we've been in business
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now, 12.5 years. I'm very lucky that up
until this point, like we've never had
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a sales person, I've never had anybody
doing business development. It's in
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part because we're not that big, but
also because we've been able to
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generate word of mouth referrals,
inbound leads that have been able to
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feed us. Now, I still have to be very,
very honest about the quality of those
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inbound leads relative to my growth
plan. And this is I mean, I'm a small
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consulting company. This this could
apply to Fortune 500 as well. You wanna
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grow? You need x amount of sales from X
amount of pipeline from X amount of
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demand. And if I'm gonna sit here and
say, Well, only 15% of my inbound leads
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are qualified to get in and I want to
grow 50% the amount of actual leads, I
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need starts to grow exponentially.
Right? So that's where I could say Okay,
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well, I'd better get a higher
conversion rate off of my inbound leads.
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I better have a better conversion rate
off of my target account program. I
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better hire someone to actually be more
proactive in going after our target
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account so we can increase conversion
there as well. A za marketer. You're
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probably brainstorming outside the box
ideas to engage your prospects and
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customers working remotely, and you've
probably thought about sending them
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direct mail to break through the zoom
fatigue. But how do you ship
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personalized gifts to remote decision
makers when you have no idea where
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they're sitting? At B two b growth, we
use the craft and platform to send
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hyper personalized gifts toe anyone
working from anywhere. Crafton makes it
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easy for your prospects and customers
to pick and personalized their own gift
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in real time and offers highly secure
data capture. So decision makers feel
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comfortable submitting their home
addresses for shipping purposes. To get
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your own personalized craft and gift,
go to craft, um dot io slash growth to
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00:14:28.200 --> 00:14:31.450
schedule a demo and receive a
complimentary personalized gift from
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00:14:31.450 --> 00:14:35.830
craft. Um, to claim your personalized
gift, go to craft, um dot io slash
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00:14:35.830 --> 00:14:42.360
growth just makes so much sense to me,
especially coming from the B to C World.
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You can still do all the activities you
were doing for inbound all the content
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marketing, all the lead, nurturing and
all that kind of stuff to bring bring
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people. And, of course, if you have a
really narrow I C. P. A lot of those
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leads aren't going to be as good like
you said for your your own company, but
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maybe offers, like a whole different
avenue to offset it when it's it's high
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or low or, like a whole different
channel. Hold different engine you
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could build to bring in more pipeline
potentially. I mean, part of the reason
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why you designate someone as a target
account is because you think it's not
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just you don't think they're easier to
sell to. You think they represent the
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kind of company where you can address
and solve a problem where it's it will
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be a good mutual relationship. Part of
the reason companies aren't on that
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Target account list is because you
think that as a group they're less
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likely to have the need less likely to
buy. So if you could get some of those
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companies that are not on the name to
countless, if you can get them to pre
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qualify pre select pre filter
themselves by coming to you like I had
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a company come to us, um, a week ago
and it was a furniture company like I
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do not have any furniture companies on
my target account list. I don't have
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any problem with furniture company that
just that was not a filter. We have
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used calls in says, Listen, we're
trying to increase our channel play
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there. A pure B two B play selling in
the workplace is they've got certain
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channels they work with. They want a
more predictable pipeline. The way you
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described him like this. Is this a
perfect scenario for us? Right? I did
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not target him because because my my
assumption, based on our target
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profiles, is that most furniture
companies or B two c most furniture
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companies are not our small family
owned. Most furniture companies are not
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gonna buy from us. But if they see your
stuff and like it and they align with
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your vision and live with what you have
to share, some of those will pre select
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and then all of a sudden they might as
well be a named account because of the
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way they operate. Well, the way they
act, that's interesting. So as soon as
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they come in and they're qualified,
you're you're essentially moving them
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into a named account situation. I'm
just working at, like, over the rest of
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the A B M Pont funnel. I may or may not
actually sort of call them to account.
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But I'm not gonna pretend that my named
account list or my strategic accounts
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has identified every qualified
potential company. There's plenty out
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there that I am not targeting that, you
know, are sitting around thinking like
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we need better pipeline. We mean more
predictable pipeline. And so my job is
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to have good enough content, good
enough presence. So is they start
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researching that they could learn from
us. They could hopefully start to sort
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of hang out at our blogger on our
podcast more often. And eventually,
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hopefully I, Aaron, the chance to
actually get to talk to them about
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their unique challenges. Right? But if
I started calling all the furniture
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companies in the world, that probably a
pretty inefficient and unprofitable
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exercise to try to find the one that
finally called me right. And so this is
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where I think you know your inbound
strategy and your outbound strategy can
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align. This is where you know, having a
lot of people generate, you know, come
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to your site and sort of sign up for
something. A newsletter or white white
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paper or something still valuable. E I
mean, some of those people that were
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not qualified leads two years ago are
in another job and are now a decision
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maker. Or like yourself. Like you wanna
be to see guy like were purely be to be
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right as a B two C guy. Sometimes you
cross over to the dark side is now
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you're in B two b, right? It's and all
of a sudden you're working in a company
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where? Yeah. Now. Now, all of a sudden,
some of the variables changed. That
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makes someone that previously couldn't
by now be a decent prospect. And so
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what's the incremental cost of offering
that content marketing white paper to a
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dentist in South Carolina? Like, what
does it really cost you? Nothing. Right?
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As opposed to a dentist in South
Carolina who happens to be at a party
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and talks to a friend or talk to
someone they met at the Kentucky Derby.
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And you know Hey, you know what? I've
talked to this guy. I was learning from
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this guy. You never know, So I would
not restrict any of that. Just don't
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put those on your target account list.
Don't spend the extra effort don't
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spend the extra ad dollars if you're
targeting that way. It's really
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interesting. Okay, one another question.
I would like to ask you, Matt,
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specifically, since you are unbiased
when it comes to a B M software, and it
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seems like most people have a bias
towards one of these things in the
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other is what do you consider overrated
as faras a B M Tech in general? Yes, I
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am unbiased. But, you know, I think if
you're going to scale an account based
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go to market motion, you have tow have
tools to help you do that. That said, I
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think what's overrated is the idea that
you have to have the tools to do a B M.
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For me, the minimum text act to do
account based sales and marketing is a
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spreadsheet in a telephone. I mean,
literally, you know, just like, who are
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the members of the buying committee?
What are the roles of the people in the
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buying committee down the left hand
side of the spreadsheet? What are the
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stages of the buying journey from left
to right on the spreadsheet? It doesn't
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start with Can I give you a demo?
Doesn't start with lead coming in. It
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starts with challenging the status quo
of a prospect, right? And so, if you
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can think about, like the message
required toe loosen someone status quo
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associated with each of those 5678
roles as a member of the buying
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committee. Now, I have specific
messages that I can I can figure out
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how to apply that to the market, and
the channel might be picking the phone
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talk to someone not with the same
message over and over every person but
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the right message of the right time to
the right member of the buying
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committee. Now we're doing account
based work because now I've got a
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different message where I'm also sort
of working to build consensus towards a
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single decision. Sort of single gas. A
single commitment to change If you have
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one salesperson, spreadsheet and
telephone is gonna work. Fine. If you
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have multiple salespeople, multiple
accounts more than 11 person can dio.
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Now you need tools to help the sales
people know. Okay. Like who am I
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talking to you? What stage are they at?
What should I offer them next or Okay.
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How do I find companies that meet these
criteria, like what companies today
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qualify based on these criteria and
what new companies might show up
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tomorrow, next week, next month that
all of a sudden qualified for those
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attributes and characteristics like,
What are the signals? I'm looking for
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that God help me if I have to do
manually all the time. So now, having
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an automated, intense signal factory to
tell your sales team who to call and
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tell your marketing organ, tell your
marketing tools who to send a message
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to today and why today is a better time
to send it than last week and why next
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week might be too late, right? And so
scaling that requires a set of tools.
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But its strategy first process Second
technology to support Third in that
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order. At what point do you think
someone needs the Tech E? I mean,
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honestly, it is pretty early in the
process, right? I mean, I think if
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you're gonna, if you have growth goals,
if you want to create a more efficient
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sales organization, you're gonna need
those tools early on. So I don't think
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00:21:14.200 --> 00:21:17.770
the tools themselves are overrated. It
all there's a number of really good
330
00:21:17.770 --> 00:21:21.270
tools out there that are having that
helping seems to be very successful.
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Unfortunately, just like we saw in
marketing automation several years ago,
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a lot of people said, Well, I just
bought Marcato. What should I do with
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00:21:27.290 --> 00:21:30.490
it? Right? I want to do marketing
automation. So I bought Marquette. What
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00:21:30.490 --> 00:21:34.430
should I dio? Right? Strategy First
process second technology third. And
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00:21:34.430 --> 00:21:37.140
that doesn't mean it's not a three year
process. That could be a three week
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00:21:37.140 --> 00:21:41.940
process, you know, So I just just No,
no, your Why? You know who you're
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00:21:41.940 --> 00:21:46.320
targeting. Know what your go to market
motion is gonna be not about the
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00:21:46.320 --> 00:21:49.830
technology, but what are the stages for
whoever you're selling to? What are the
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00:21:49.830 --> 00:21:53.620
steps they're going to take to buy?
What are the what's the criteria
340
00:21:53.620 --> 00:21:58.870
required for them to engage certain
steps and then the How can you take
341
00:21:58.870 --> 00:22:02.020
something this manual and automate that?
How can you take something is done by
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00:22:02.020 --> 00:22:05.450
people and have it done by robots like
there's a healthy amount of this work.
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It's still gonna have to be someone
doing something. Use technology to make
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their time better, use their technology
to make their time more efficient and
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00:22:13.340 --> 00:22:18.950
more effective. My last question for
you, Matt, is if someone's new like
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myself to be to be marketing and is
very interested in account based
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marketing has a discipline. What are
the resource is and ways to learn more
348
00:22:28.540 --> 00:22:32.620
about it, like what's out there for
people to dive deeper into it. You know,
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there's a number of really good books,
quite honestly, you know, all three of
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the Big A B M vendors have smartly
written books on this topic. I would
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highly recommend AH book called No
Forms, No Span, no cold calls by Latin
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00:22:48.230 --> 00:22:52.270
content. She's the CMO six sense, very
good book. There's a book called A B. M
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00:22:52.280 --> 00:22:56.490
is B two B by saying Dr A. J. He's the
He's the co founder of Terminus,
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Another really good book and when you
know, you know Demand Base published a
355
00:23:01.010 --> 00:23:04.380
book a couple years ago called Very
creatively account based marketing all
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three very good books. The the other
thing, I would say is like a demand
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base does a really good certification
on account based marketing. I know six
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senses about the launch one around
account engagement, which is really
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well done. We did a workshop last year,
a three hour workshop on Predictable
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Pipeline, which was heavy on account
based on intent, signals It's available
361
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on demand on, quite frankly, the star
of the show with this 85 page workbook
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we did along with it, which is just
sort of it's a customizable, you know,
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00:23:31.240 --> 00:23:34.780
fill in the blank workbook that can
help you get the fundamentals down. So
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you know, there's a lot of really good
resource is out there. They're all free.
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And even though the first three I
mentioned or from companies that want
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to sell you a B M software, I can tell
you all three of those those resource
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is they're just very, very good
independent tools to help you
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understand the opportunities and
potential of account based marketing.
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Well, I'm on the right track. I'm
holding, um, working through demand
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base is account based marketing book
right now. Nice. I've seen a few other
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with the same title, naturally out on
Amazon. I haven't gotten those two
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00:24:00.490 --> 00:24:04.670
those yet to just finished six cents
and syndromes book. Those were first,
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and now I'm looking for the courses
would be really interested in checking
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yours out. Is that just on your website?
And I find it there. It's probably up
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there somewhere. Yeah, you have a bad
section. I think it's on demand there.
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00:24:13.640 --> 00:24:17.130
Fantastic. I will find it and take a
look. So if anybody's listening and
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00:24:17.130 --> 00:24:22.790
wants to dive in, Matt Course is on.
Believe it's Heinz marketing dot com.
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That's right. Fantastic. If somebody
wants to learn mawr, of course, they
379
00:24:27.330 --> 00:24:30.790
could go to that course. They confined
your website. What's your best social
380
00:24:30.790 --> 00:24:34.790
platform in order to connect and follow?
You met, I'd say. Both Linked in and
381
00:24:34.790 --> 00:24:38.020
Twitter. We're trying to be lifelong
learners, and we were trying to read a
382
00:24:38.020 --> 00:24:40.920
lot about B two B sales and marketing
from other companies. We Every day we
383
00:24:40.920 --> 00:24:44.190
take our three favorite articles on B
two B sales and marketing and post that
384
00:24:44.190 --> 00:24:49.290
goes up on Twitter. You can find those
at Heinz Marketing, and I post pretty
385
00:24:49.290 --> 00:24:53.410
frequently up on unlinked Ina's well,
sort of short missives. And then once a
386
00:24:53.410 --> 00:24:56.960
week, we do kind of a summary of the
conversation in the CMO group that I
387
00:24:56.960 --> 00:25:03.300
host or co co host eso you can find me
just, uh, slash in slash Matt Hines up
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00:25:03.300 --> 00:25:06.850
on Lincoln as well. Fantastic. Matt,
thank you so much for joining me on the
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00:25:06.850 --> 00:25:15.280
show today. My pleasure. Thanks so much.
Are you on Lincoln? That's a stupid
390
00:25:15.280 --> 00:25:19.500
question. Of course you're on LinkedIn
here. Sweet fish. We've gone all in on
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00:25:19.500 --> 00:25:23.210
the platform. Multiple people from our
team are creating content there.
392
00:25:23.470 --> 00:25:27.370
Sometimes it's a funny gift. For many
other times, it's a micro video or a
393
00:25:27.370 --> 00:25:31.570
slide deck. And sometimes it's just a
regular old status update that shares
394
00:25:31.680 --> 00:25:35.740
their unique point of view on B two b
marketing leadership or their job
395
00:25:35.740 --> 00:25:40.110
function. We're posting this content
through their personal profile, not our
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00:25:40.110 --> 00:25:44.360
company page. And it would warm my
heart and soul if you connected with
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00:25:44.370 --> 00:25:49.020
each of our evangelists, will be adding
Mawr down the road. But for now, you
398
00:25:49.020 --> 00:25:53.260
should connect with Bill Reed, R C 00
Kelsey Montgomery, our creative
399
00:25:53.260 --> 00:25:57.690
director, Dan Sanchez, our director of
audience growth, Logan Lyles, our
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00:25:57.690 --> 00:26:01.830
director of partnerships, and me, James
Carberry. We're having a whole lot of
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00:26:01.830 --> 00:26:05.310
fun on linked in pretty much every
single day on. We'd love for you to be
402
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a part of it.