Who says you can’t predict the future? Join our ABM Master Class for Sales so that you can launch into the new year with your best foot forward by using a 360-degree predictive view of your target accounts. During this webinar, Kevin Rooney, Sr. Director of Sales Development and Carmel Tavori, Sales Development Manager, will show you how to activate your sales org by harnessing the power of best-in-class sales strategies and follow up. In this ABM Master Class you will learn how to: - Find and prioritize your best-fit accounts that are in market now. - Seamlessly orchestrate multi-touch, multi-channel Sales and Marketing plays. - Engage target accounts with high-touch, high-value, personalized experiences at scale. - Get 2X productivity from each rep and close larger deals, faster. - Segment audiences to deliver the right message at the right time and turbo-charge your growth.

1. Sales Secrets for
Pipeline Hyper-Growth
ABM Master Class:

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Meet the Speakers
Kevin Rooney
Sr. Director, Sales Development
Carmel Tavori
SDR Manager

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✓ Introductions
✓ Sales Challenges
✓ Setting FIRE to Your Sales Strategy
✓ Taking Action
✓ Real-Life Example
3
Agenda

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Sales Challenges

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”Selling is just plain harder.”
The New Reality
5
53% 82% 22%
of sales representatives are
meeting or exceeding their
quotas. (CSO Insights)
B2B decision-makers think
sales reps are unprepared.
(Biznology)
Longer sales process
compared to five years ago.
(Biznology)

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Start here
Initial
research
Social
media
First website
visit
Competitive
site visits
Buying
committee
research
Social
network
Form fill/Hand-raise
/Demo request
Pipeline
Evaluation
Retain
Research additional
solutions
Customer
Unknown Known
The Buyer’s Journey is More
Complex and More Anonymous
Not here

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Effective Prioritization
By prioritizing the right accounts & contacts an SDR can save ~5+ hours per week
$100k OTE ~50 weeks/year
~40 hrs/week
$50/hour
12 SDRs $150k in SAVINGS!!$50/hour 5 hours/week
50 weeks/year

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Find & Prioritize

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• Does the account fit my ICP?
• What do predictive analytics say?
• Which accounts are already engaged?
To identify your best opportunities, start by asking yourself the following questions:
Successful ABM Strategies Begin with Prioritizing the Right Accounts
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Setting FIRE to your Sales Strategy
at Demandbase we pair predictive analytics with FIRE
F it Accounts in your ICP
I ntent Interest in your products and/or competitors
R elationship Context and history with the account
E ngagement Time spent with your company
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Pipeline Predict
Qualified accounts showing behaviors that
predict buying activity

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How Demandbase Prioritizes Accounts
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QUALIFICATION SCORE
The likelihood of ever becoming a
customer.
PIPELINE PREDICT
Highest propensity to become an
opportunity in the next 30 days.
ENGAGEMENT MINUTES
Assign a point system for
specific levels of engagement.

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What is Qualification Score?
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• Past Opportunities
• Firmographics
• Technographics
• Historical Intent

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Pipeline Predict Score Details
• MAS Activity
• CRM Data
• Sales Inbox Activity
• Firmographics
• Intent, Historical & Trending
• Known & Unknown Website Visits
• Advertising Activity
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Engagement Minutes Score Details
• Assign minutes to activities
• Scores for CRM, MAS, and Sales
engagement activities
• Customize by assigning weights to activity
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Quantifies engagement levels for people &
accounts; supporting segmentation &
prioritization

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Journey Stages
• Stages need to be custom built to
match your business
• Journey stages are the “building
blocks” for list building and
enabling your teams
15
Journey Stages are where your accounts are
in their unique buyer’s journey

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Creating a High Performing Sales Team
16
Hold team
accountable
by sending
them
actionable
reports
Quick Cards are custom
reports around accounts &
people most likely to turn
into pipeline opportunity

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See highest and lowest points of engagement and see the most engaged accounts
Dive Into Engagement Trends & Most Engaged Accounts
17
Notice that there is high
engagement from three accounts

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Show your team how to find & engage the right buying committee from top accounts
Finding The Right Contacts On LinkedIn
18
Find top account
on LinkedIn &
filter search by
insights, ideal
persona, territory
qualifications, etc

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Take Action on the Right Accounts
19
Engage the right
buying committee
and easily take
action right from
LinkedIn Sales
Nav

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Real-Life Example
Stone Schiowitz

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“
21
“Pipeline Predict is my golden compass”
-Stone

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Enable Your Sales Team
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Actionable reports
Accounts with a high
Pipeline Predict Score
Pre Opportunity
Stages
No Sales
Touches

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Enable Your Sales Team
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Actionable reports
• Deliver the report to your sales
team via email each day
• Coach your team to “zero out”
this report
• Easy access to the platform or
to take action in SFDC

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Write a Personalized Email
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Pair your high value contacts/accounts with a DM
Personalized intro
paired with a DM
Deliver value prop
Humanizing close

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KEY TAKEAWAYS
● Set FIRE to your sales
strategy with custom
scoring
● Enable your sales team
with high-value insights
● Coach to a repeatable
process that captures low
hanging fruit

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Thank You
You’re The Best