Best Practices in Account Base Marketing for automating your sales funnel for success. Learn a simple process to automate and personalize your sales funnel with behavior-based marketing and lead scoring.

1. We’re the end of
“Just checking in”

2. Make your sales team
more productive.

3. 80%
Hubspot Sales Stats 2016
Require 5+
follow-ups
of sales

4. 60%
Hubspot Sales Perception Survey, Q1 2016
Spent just
following up
of day

5. Chasing the wrong
leads.

6. Hello?! Are you on vacay?

7. Prospects feel like they
are buying a car

8. Even your team hates it.

9. Automation
Killed
The Cold Call

10. Automate
& personalize
the sales funnel.

11. ● Define Funnel
● Align Content
● Personalize Pitch
● ID Hot Leads
● Close more deals

12. Don’t wear
clown shoes.

13. Leads don’t close.

14. Your Sales Funnel
Awareness
Consideration
Decision
Lead
Sales Demo
Proposal
Follow Up Email
Close or Lost
Uncover Real Pain
Present decision points to allow leads to
define their interests and real needs.
X
Demonstrate Success
Share customer case studies and examples
of how your company improved lives and
created real value.
X
Competitive Comparisons
Sold your product against your
competitor’s weaknesses and
common complaints.
X

15. Your leads
are
window shoppers.

16. Selling to the
wrong leads.

17. Let leads qualify
themselves.

18. Decision
Show customer
success & product
value.
Align Content
Lead
CloseorLost
Nurture
Stay front of mind with
relevant personal updates
and announcements.
SalesDemo
Pre-Sales Pitch
Prep leads & your
team for the demo.
Proposal
Post-Demo
Assign sales track
& educate.
Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 12FollowUpEmail
Value Track
Highlight company
differentiation.

19. Sell to Needs
Focus personalized
selling based on the
data you have.
Score Leads
Score leads by their
activity in your
funnel to focus sales
on the best leads.
Track Interest
Post-Demo
Assign sales track &
segment by
product/service
interest.
Track Engagement
Monitor lead clicks,
web visits and
content downloads.

20. Hot Lead Score: 25
Background ● Job Title: VP
● Function: Sales
● Industry: Healthcare
● Location: NYC
Sample Sally
Visited
+3
● Product Features Page
● Blog Posts
● Pricing Page
Downloaded
+15
● Customer Case Study
● Archive Webinar
● Product Materials
Product Offer
+2
● Demo Segment
● Sales Track Segment
Lifecycle
+5
● 7 days since last contact
● Visited 2 times per week

21. You can almost
read minds.

22. Automate
& personalize
the sales funnel.

23. Requirements
Data
▣ Create account
target list of
prospects
▣ Mine email, phone
and social contact
info
Technology
▣ CRM
▣ Email Drip
▣ Click to Call
▣ Landing Pages
▣ Analytics
Content
▣ Pre-Sales Track
▣ Post-Demo Track
▣ Value Track
▣ Nurture Track

24. Customers we’ve won

25. Get Case Study: Sales Development
Annual enterprise contracts closed
from initial campaign.
3Enterprise Demos
Generated
23
Return on
Investment
200%
Days to
Launch
14

26. Get Case Study: Content Marketing
Annual enterprise contracts closed
from initial campaign.
8Enterprise Demos
Generated
58
Return on
Investment
128%
Feature
Articles
4

27. Get Case Study: Original Conference
Annual enterprise contracts closed
from conference campaign.
41 Day Live - Conference
Attendees
212
Return on
Investment
200%
Web Visitors
8K

28. Get 50
Leads Free
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that generate new leads for
your company?
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29. Stay Classy.