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EP. 86 - Creating Personalized Sales Experiences For Pipeline Acceleration w/ Tara Pawlak of Revenue Grid | Scrappy Playbooks

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Manage episode 437940916 series 3597488
Indhold leveret af Mason Cosby. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mason Cosby eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.

In this episode, host Mason Cosby is joined by Tara Pawlak, SVP of Marketing at Revenue Grid, to discuss a practical playbook for pipeline acceleration and enabling your sales team to create highly personalized experiences for best-fit potential customers.

=============================================

Best Moments:

(01:16) Tara explains her focus on pipeline acceleration and enabling the sales team to create highly personalized experiences for best-fit potential customers

(02:04) Emphasizing the importance of starting with highly engaged customers/prospects

(03:09) Figuring out the data: roles, personas, pains, challenges, and targeting the full buying committee

(04:03) Highlighting the importance of collaborating with sales from the beginning

(06:07) Core metric of success: engaged and highly qualified accounts leading to demos or meetings with the right stakeholders

(08:08) Building a map with sales and marketing ownership of different tactics, starting with marketing warming up the accounts

(10:23) Sales team taking over and nurturing the account towards an opportunity, sometimes with joint calls alongside marketing

(13:01) Using industry data, use cases, and customer stories to showcase their solution as a "need to have" for target accounts

(15:54) Curating third-party research and data to add credibility and validation to their messaging

(19:25) Challenge of personalization and multithreading taking longer than anticipated

(22:25) Building around 20 new opportunities within the first 90 days, an incredible result for not being a net new, cold outbound program

(25:49) Tara's advice: find a passionate, growth-minded partner on the sales side to collaborate with, even if it's not the sales leader

=============================================

Guest Bio:

Tara Pawlak is the SVP of Marketing at Revenue Grid, a revenue intelligence platform that enables sales teams to create highly personalized experiences for their best-fit potential customers.

  continue reading

156 episoder

Artwork
iconDel
 
Manage episode 437940916 series 3597488
Indhold leveret af Mason Cosby. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Mason Cosby eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.

In this episode, host Mason Cosby is joined by Tara Pawlak, SVP of Marketing at Revenue Grid, to discuss a practical playbook for pipeline acceleration and enabling your sales team to create highly personalized experiences for best-fit potential customers.

=============================================

Best Moments:

(01:16) Tara explains her focus on pipeline acceleration and enabling the sales team to create highly personalized experiences for best-fit potential customers

(02:04) Emphasizing the importance of starting with highly engaged customers/prospects

(03:09) Figuring out the data: roles, personas, pains, challenges, and targeting the full buying committee

(04:03) Highlighting the importance of collaborating with sales from the beginning

(06:07) Core metric of success: engaged and highly qualified accounts leading to demos or meetings with the right stakeholders

(08:08) Building a map with sales and marketing ownership of different tactics, starting with marketing warming up the accounts

(10:23) Sales team taking over and nurturing the account towards an opportunity, sometimes with joint calls alongside marketing

(13:01) Using industry data, use cases, and customer stories to showcase their solution as a "need to have" for target accounts

(15:54) Curating third-party research and data to add credibility and validation to their messaging

(19:25) Challenge of personalization and multithreading taking longer than anticipated

(22:25) Building around 20 new opportunities within the first 90 days, an incredible result for not being a net new, cold outbound program

(25:49) Tara's advice: find a passionate, growth-minded partner on the sales side to collaborate with, even if it's not the sales leader

=============================================

Guest Bio:

Tara Pawlak is the SVP of Marketing at Revenue Grid, a revenue intelligence platform that enables sales teams to create highly personalized experiences for their best-fit potential customers.

  continue reading

156 episoder

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