Bowery Capital’s Post

Signal-based outreach is table stakes in every GTM org now And revenue leaders know it because it leads to a higher impact on revenue (predictably) But they need to execute using less inputs. Because both intent tools and reps eat budgets. So it’s really exciting that Immagnify’s technology will surface our customers 100X more buyer signal data points and score and prioritize them. On top of the in-house data and intent tools we also bundle (6sense, Clearbit, Bombora). Then Warmly automates the outreach across chat, LinkedIn, email to the signals that are the highest efficacy for your business (website intent, job changes, etc). More signals, automated. So reps can spend more time selling 🤝 Welcome to the team, Immagnify! (Learn more about the acquisition in the comments) 

The Quality Mindset: GetSales’ Path to Explosive Growth 2023 made it clear that generating leads is increasingly difficult. The “Spray and Pray” approach is pronounced dead. AI is changing the landscape, leading to a dramatic transformation in business development. GetSales is an integral part of this process. One of our directions for 2024 is delivering features tailored to enterprise and upper mid-market account-based outreach, which the market has been requesting extensively. This includes account-level analytics, cadence management for multiple stakeholders, and more. To help realize this vision, we’ve partnered with Dan (Daniil) Gridin. As an expert in enterprise outreach and Account-Based Marketing (ABM), Dan will assist us in identifying platform features that enable quality account-based outreach at scale. We eagerly anticipate our collaboration with Dan and look forward to help you generate more enterprise sales in 2024! #b2boutreach #accountbasedmarketing #linkedinoutreach #partnership #getsales

Enhance your sales strategy with Demandbase One Go-To-Market platform Demandbase One empowers you to work more efficiently by focusing on accounts with the highest potential to convert into closed-won deals. Key features of Demandbase One: 🔹 Uncover an account’s interests, activities, and key stakeholders. 🔹 Use predictive AI models to prioritize accounts based on behaviours indicating interest and buying intent. 🔹 Identify and connect with key decision-makers and peer connections. 🔹 Create outreach strategies that initiate conversations through detailed account research. Three core areas of Demandbase One: 🔹 Account Targeting: - Identify high-potential accounts with detailed firmographics like industry, revenue, employee count, and technologies used. - Detect intent signals showing accounts searching for your solutions before they visit your website or contact a salesperson. - Leverage colleague connections for warm introductions to target prospects. 🔹 Account Prioritization: - Analyze engagement and intent data to pinpoint the hottest accounts. - Use predictive modelling to identify accounts most likely to become opportunities and customers. - Recognize individuals with the highest engagement levels. 🔹 Account Research: - Track business triggers such as leadership changes, expansions, or mergers and acquisitions. - Identify the most engaged contacts. - Understand the technology infrastructure of accounts. - Monitor intent signals to proactively address competitive threats. - Access a comprehensive view of accounts without switching between tabs and tools. How do you currently identify and prioritize high-potential accounts in your sales strategy? #ABM #ABX #AgileABG #B2BSales #Demandbase #SalesIntelligence

Still check your Spam folder? Probably no reason to do so. “Automation without personalization will not work”  I think this is 💩 It was a comment on a post Michael Cupps published yesterday. Cupps' post was his frustration that he had 14 inbox messages in LinkedIn promoting lead generation programs in a single day❗️ The sheer volume of messages is killing effectiveness. Not sure automation with personalization will even works anymore. Think about this as our business culture history since say 2011. The rise of tech startup culture has encouraged a litany of new tools. The MarTech 150, launched by Scott Brinker in 2011 had 150 companies on it. In 2023, the list has over 11,000. The list increased by over 1,100 in a single year. Don't get me started on my opinion of VC, PE and angel investors that have fueled mediocre companies who saturate markets and create noise! I'll save that rant for another time. Here is what c-suite, sales leaders and sales professionals need to remember. Automation, tech and even AI, can't replace our humanity. Stop looking for the easy button. Get back to the basics. Train your sales team members. Helps them get experience and education of what the buyers are experiencing. Train them to truly take actions that are as an advisor and not just use words like 'trusted advisor" and then not have actions that are advisory in nature. The basics win. Serving people with excellence, skill and a heart focused on service and not speed or the 30-day revenue numbers will always lead to better buyer experiences. We live in a buyer-centric era because we made it a seller-centric era for the past 10+ years. Buyers are sick of it. Lee Salz was an excellent guest on our Mastering Modern Selling show yesterday. The 🎤💧 moment of the show for me was when he shared this gold nugget. 1. Stop calling them Discovery meetings because all this says to buyers is that is all about the seller. 2. Start your meeting this way, "For this to be a great use of your time, what would you like to get out of this today?" Sales doesn't have to be this difficult. Let's use the right tools, in the right way and serve customers with excellence. #modernselling #b2bsales

Why do so many companies think that more tech automatically equals better lead gen - the more tech the better! The MarTech, SalesTech, RevTech landscape is wild right now - 14,106 products as of 2024!! 🤯 Don't get me wrong - when deployed strategically, this tech can be, and is, phenomenal for driving revenue. But we can't be buying into every shiny new solution that comes along. Here's my take: ✅ Map out your entire sales cycle and customer journey from top to bottom. Every single customer touchpoint and interaction, no matter how small. ✅ Then you can be strategic about implementing just the essential, purpose-built tech to maximise each stage. ✅ If each tool is laser-focused on its specific job you will create much more tightly integrated, precision-guided lead gen machine. Right prospect, right messaging, right time 🔥 It's about using minimal tech in a maximal way - Less is more!

🚀 𝗨𝗻𝗹𝗼𝗰𝗸 𝘁𝗵𝗲 𝗣𝗼𝘄𝗲𝗿 𝗼𝗳 𝗕𝘂𝘆𝗶𝗻𝗴 𝗜𝗻𝘁𝗲𝗻𝘁 𝗗𝗮𝘁𝗮 𝗳𝗼𝗿 𝗬𝗼𝘂𝗿 𝗕𝟮𝗕 𝗧𝗲𝗰𝗵 𝗖𝗼𝗺𝗽𝗮𝗻𝘆! 🚀 𝘞𝘢𝘯𝘯𝘢 𝘴𝘬𝘺𝘳𝘰𝘤𝘬𝘦𝘵 𝘺𝘰𝘶𝘳 𝘴𝘢𝘭𝘦𝘴 𝘢𝘯𝘥 𝘭𝘦𝘢𝘷𝘦 𝘺𝘰𝘶𝘳 𝘤𝘰𝘮𝘱𝘦𝘵𝘪𝘵𝘰𝘳𝘴 𝘪𝘯 𝘵𝘩𝘦 𝘥𝘶𝘴𝘵? 💨 𝘛𝘩𝘦𝘯 𝘺𝘰𝘶 𝘕𝘌𝘌𝘋 𝘵𝘰 𝘭𝘦𝘷𝘦𝘳𝘢𝘨𝘦 𝘣𝘶𝘺𝘪𝘯𝘨 𝘪𝘯𝘵𝘦𝘯𝘵 𝘥𝘢𝘵𝘢! 💪     𝗛𝗲𝗿𝗲'𝘀 𝗵𝗼𝘄   - Identify in-market accounts that are actively researching your solution 🔍 - Prioritize and engage with high-intent prospects at the right time 🎯 - Personalize your outreach and deliver relevant content 📩 - Optimize your marketing efforts and focus on what works 📈   𝘉𝘺 𝘭𝘦𝘷𝘦𝘳𝘢𝘨𝘪𝘯𝘨 𝘣𝘶𝘺𝘪𝘯𝘨 𝘪𝘯𝘵𝘦𝘯𝘵 𝘥𝘢𝘵𝘢, 𝘺𝘰𝘶 𝘤𝘢𝘯   - Shorten your sales cycle and close deals faster 🤝 - Increase your win rates and revenue 💰 - Improve your customer experience and satisfaction 😊   𝗪𝗮𝗻𝗻𝗮 𝗹𝗲𝗮𝗿𝗻 𝗺𝗼𝗿𝗲? Check out the link in the comments for a step-by-step guide on how to implement buying intent data in your B2B tech company! 📚   And if you need some extra help, our team of experts at Koonden is here to provide you with a 𝘱𝘦𝘳𝘴𝘰𝘯𝘢𝘭𝘪𝘻𝘦𝘥 𝘤𝘰𝘯𝘴𝘶𝘭𝘵𝘢𝘵𝘪𝘰𝘯. Just hit us up! 😉   ___________ I am Pierrick Le Bourdiec   We craft winning B2B Marketing, Sales & Content Strategies to drive growth for tech & startups   Follow me to get insights and hit the 🔔 Repost if this is useful for your network . . . . #BuyingIntent #Data #B2BTech #SalesAcceleration #MarketingOptimization #RevenueGrowth #Koonden Alexandre Mousler Koonden | Growth Marketing B2B

Building a top-tier revenue organization is challenging but immensely rewarding. Here are three critical keys to unlocking your new revenue org as you take your start up off the ground: 🔑 Master the Sales Process, but Stay Flexible: A successful sales process demands constant iteration. At Cacheflow, we found that our pipeline consists of diverse cohorts, each with unique needs. By crafting adaptable ‘recipes’ for these variations (shout out Nate Tockerman for this insight), we tailor our approach —sometimes streamlining steps for speed, other times adding steps to align with key stakeholders. 😈 Obsess Over Repeatability: Consistency is crucial. By ensuring each first call is followed by a personalized leave-behind that aligns with the customer’s strategic goals, we build a trust, that we can leverage to steer the evaluation to the desired outcome. Closed won! This can be demanding, especially with stretched reps, but leveraging AI tools like salesmotion.io (shout out to Semir Jahic) you can offset the time it takes to manage synthesis, task management, preparation, and ROI analysis, keeping your GTM strategy firmly ahead of the competition. 🙏 Lead by Example and Stay Humble: It’s vital to roll up your sleeves and get into the fire. Demonstrating best-in-class execution while maintaining healthy expectations for work-life balance is essential. By being visible and proactive, you empower your team to face challenges head-on, together. In sales, we thrive on grit, grind, and a relentless never-ever-give-up (NEGU) attitude. Winning is so much more satisfying when done surrounded by those who you want to see succeed, because you know, they earned it! #SalesLeadership #SalesProcess #RevenueGrowth #LeadershipLessons #GenerativeAI #NeverGiveUp

🔑 𝐓𝐫𝐚𝐧𝐬𝐟𝐨𝐫𝐦𝐢𝐧𝐠 𝐁𝟐𝐁 𝐒𝐚𝐥𝐞𝐬: 𝐈𝐧𝐬𝐢𝐠𝐡𝐭𝐬 𝐟𝐫𝐨𝐦 𝐭𝐡𝐞 𝐏𝐚𝐬𝐭 𝐟𝐨𝐫 𝐓𝐨𝐝𝐚𝐲'𝐬 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 🔑 As we navigate the ever-evolving landscape of B2B sales, it's crucial to learn from the past to shape our future strategies. 𝐀𝐧𝐭𝐡𝐨𝐧𝐲 𝐈𝐚𝐧𝐧𝐚𝐫𝐢𝐧𝐨'𝐬 𝐥𝐚𝐭𝐞𝐬𝐭 𝐚𝐫𝐭𝐢𝐜𝐥𝐞 𝐨𝐧 𝐓𝐡𝐞 𝐒𝐚𝐥𝐞𝐬 𝐁𝐥𝐨𝐠 𝐨𝐟𝐟𝐞𝐫𝐬 𝐚𝐧 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐟𝐮𝐥 𝐥𝐨𝐨𝐤 𝐚𝐭 𝐡𝐨𝐰 𝐬𝐚𝐥𝐞𝐬 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬 𝐡𝐚𝐯𝐞 𝐞𝐯𝐨𝐥𝐯𝐞𝐝 𝐚𝐧𝐝 𝐰𝐡𝐚𝐭 𝐭𝐡𝐞𝐲 𝐦𝐞𝐚𝐧 𝐟𝐨𝐫 𝐮𝐬 𝐭𝐨𝐝𝐚𝐲. 𝐇𝐞𝐫𝐞'𝐬 𝐰𝐡𝐚𝐭 𝐬𝐭𝐨𝐨𝐝 𝐨𝐮𝐭 𝐭𝐨 𝐦𝐞: 1. From Information Asymmetry to Buyer Empowerment: o Then: Salespeople held all the cards. o Now: Buyers come armed with information. Our job? Add value beyond what they can Google. 2. Stability in Transactional Sales: o Then: Predictability was king. o Now: Adaptability rules. While some transactions are simple, most require a personalized touch. 3. The Legacy Approach: o Then: Leading with "Why Us?" was effective. o Now: Clients want insights first. Save the "Why Us?" for later in the conversation. 4. Solutions-Focused Sales: o Then: Solutions were tailored to client needs. o Now: This remains essential. The solution must directly address and adapt to the client's unique challenges. 5. From Linear to Nonlinear Sales Processes: o Then: Linear processes promised predictability. o Now: Flexibility is crucial. Let clients guide the conversation to build stronger relationships. 6. Embracing Technology: o Then: Tech was a novelty. o Now: AI and advanced tools dominate. But remember, technology should enhance, not overwhelm. 7. Decision Making in Times of Uncertainty: o Then: Decisions were more straightforward. o Now: Clients seek certainty in uncertain times. Be their anchor by offering stability and clear value propositions. Understanding these transformations helps us stay ahead and better serve our clients. 𝐃𝐢𝐯𝐞 𝐝𝐞𝐞𝐩𝐞𝐫 𝐢𝐧𝐭𝐨 𝐭𝐡𝐞𝐬𝐞 𝐢𝐧𝐬𝐢𝐠𝐡𝐭𝐬 𝐰𝐢𝐭𝐡 𝐀𝐧𝐭𝐡𝐨𝐧𝐲 𝐈𝐚𝐧𝐧𝐚𝐫𝐢𝐧𝐨’𝐬 𝐟𝐮𝐥𝐥 𝐚𝐫𝐭𝐢𝐜𝐥𝐞 𝐡𝐞𝐫𝐞. https://bit.ly/45uvUeg Let's keep evolving and growing together! 💪 #KLAGroup #AnthonyIannarino #B2BSales #SalesStrategy #ClientEngagement #BusinessGrowth #SalesTips

📓 STARTUP CHRONICLES - DAY 11: I think in today’s sales, personalization is WAY better than volume. Sales isn’t about QUANTITY anymore — it’s about QUALITY. Buyers have changed, and so must we. Here's 5 ways to thrive in sales today: 1. Track intent signals: people visiting your website, changing jobs, posting relevant content... DM me if interested. 2. Understand your competition: it’s not enough to sell your product—understand the entire landscape and differentiation to offer real value. 3. Offer insights, not commercial decks: bring specific, actionable advice to every conversation. Post industry-related content, educate your audience. Be a resource, not just a rep. 4. Personalise effectively: make your homework, review the prospect's career and company information, or let our AI do that for you ;) 5. Follow the customer journey: the SDR doesn't end at booking a demo. The sale doesn’t end at closing. Stay engaged, follow the customer through his onboarding, ask for insights, and understand why clients use your product / churn. This is GOLD material to (re)define your ICP targeting towards a sustainable growth. Indeed, the era of pushy sales is over - Santosh Sharan Let's make the market evolve! Stop spamming, refine targeting & build trust. #sales #SaaS #B2BSales #leadgeneration