In our most recent webinar, “3 Key Steps to Fill Pipeline Gaps During Economic Disruption”, Justin Kitagawa, our Senior Director of Product Marketing and Operations, and Darryl Prail, CMO of Vanillasoft, discussed how you can:
- Shift your marketing investments to hyper-targeted digital campaigns
- Identify and prioritize the accounts that are most likely to buy
- Use account-based messaging to generate more opportunities
Our experts walk you through how these actions can quadruple the rate at which you turn leads into opportunities. These time-proven strategies will continue to fill your pipeline gaps even in today’s tough business climate.
Watch Webinar Now
If you didn’t get a chance to register for the live event you can watch it on-demand now or review some more of the highlights below.
Shift to Digital Channels
Everyone is shifting to digital channels now and with tighter budgets, it’s critical that you pivot your digital spend to focus on the areas that will make the most impact. As the digital space is now 70% noisier than it was three months ago, it’s essential that you hyper-focus your efforts on getting the right message to the right accounts.
Identify and Prioritize the Right Accounts
Given the economic disruption, it may not be realistic to have your sales reps reaching out to thousands of under qualified leads. The top companies prioritize their outreach by co-developing their Ideal Customer Profile between sales and marketing. They do this by making data-driven decisions, specifically using technology intelligence, to identify exactly which accounts are the best fit for their solution and thus have the highest propensity to buy. The more intelligence you have about your accounts, whether it be their technology stack or IT Spend, the more accurately you can identify which are the most qualified.
Engage Prospects with Relevant Outreach
As a result of companies desperately trying to boost their sales, prospects are getting bombarded with irrelevant outreach. In order to engage with your prospects, it’s critical that you use account-based messaging. This messaging is based on the specific context and needs of the prospect which you identify using technology intelligence. With this deep understanding of your accounts, you can create content that is both relevant and valuable to them.
These are just some of the topics we covered during this webinar. To learn more about filling your pipelines gaps, watch the webinar on demand now!