Transcript
WEBVTT
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People receive hundreds of digital messages a
day, from push notifications to emails.
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So how do you engage your top
prospects and stand out? By sending personalized
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gifts the old fashioned way. With
Sindoso, soandso helps you use gift giving
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and direct mail throughout your customer life
cycle, from lead generation to converting customers
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into brand advocates, from sourcing to
sending and centralizing the direct mail and gifting
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process. San Doso helps you scale
your gift giving, stand out and keeping
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your brand top of mine visits and
DOSOCOM to learn more. You're listening to
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be tob growth, a daily podcast
for B TOB leaders. We've interviewed names
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you've probably heard before, like Gary
Vannerd truck and Simon Senek, but you've
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probably never heard from the majority of
our guests. That's because the bulk of
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our interviews aren't with professional speakers and
authors. Most of our guests are in
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the trenches, leading sales and marketing
teams. They're implementing strategy, they're experimenting
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with tactics, they're building the fastest
growing BB companies in the world. My
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name is James Carberry. I'm the
founder of sweet fish media, a podcast
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agency for BB brands, and I'm
also one of the cohosts of this show.
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When we're not interviewing sales and marketing
leaders, you'll hear stories from behind
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the scenes of our own business.
Will share the ups and downs of our
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journey as we attempt to take over
the world. Just getting well, maybe
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let's get into the show. Welcome
back to the ABM series on the BB
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grows show. I'm your cohost,
Dan Frownin, and I'm lucky enough to
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be the CMO here at Sindoh so
here today with Russell Banson, and he's
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the director of demand generation gone.
How you doing, Russell? I'm good
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man. How are you doing?
Really well, man. It's a beautiful
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cloudy day here in San Francisco and
having a good conversation with you with love
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for you to tell us a little
bit about gone. You guys are crushing
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it in the market right now and
really want to give the listeners here an
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opportunity to hear directly from you on
what you guys are up to and what
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you do. Yeah, sure,
it's been a fantastic here for Gong.
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For those who aren't familiar, Gong
is a revenue intelligence platform that enables teams
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to operate based on reality and not
on opinions. And ultimately, what it
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means for for customers like ours,
for like like Sandosa, for example,
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is that it's the answer to their
million dollar questions. And what I mean
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by million dollar questions is what separates
the top wraps from the rest of the
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pack? What competitors are creeping out
in the market? How do I enable
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a strategy and deploy across my entire
Revenue Organization? Those are the type two
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questions that were answering for a lot
of our customers. Awesome. Yeah,
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no, we're huge fans of going
and use it a lot. So really
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happy to have you here and give
you the opportunity to be on the show.
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So we are going to be talking
a BM today. What I like
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to do on podcast like this is
actually start the conversation with with your story,
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your rear store, what got you
to where you are, and and
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then we can dive into what your
radium journeys will look cold. Sounds good.
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So my background is again, I'm
are the director at demand generation.
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I'm gone where I started. My
face, my journey starts is that I
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was a bay area guy born in
rays, except for three years where I
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loved in the Philippines. I started
my career actually at more instant and in
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the finance area. I figured out
very, very quickly, and if you
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have ever had experience in that area, you know that you'll figure it out
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quickly if it's for you or not
for you. I was one who it
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was not for one. I didn't
like wearing the suits every single day.
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I'm too, it's just it wasn't
the right environment for me, although it
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is for many, many people.
Shortly thereafter I started my career in check
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at an adapt as, where I
joined as an str so I joined as
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a part of the scales organization and
then quickly moved over to marketing. I
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was very, very lucky enough to
be a part of two UNICORNS and now,
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a couple of years later, now
running to man Jina and go right
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on. Yeah, so had the
opportunity to work with you, AD Aptis.
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So I think that was a magical
time for a lot of us.
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We had this amazing marketing team that
re Upper Galina would built. She really
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helped, almost in a way,
to find account based marketing and brought in
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some of the early tools that we
were using, and I think a really
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cool launching point for for this conversation
today is, since you've seen it from
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the ground up at Aptis and then
throughout the amazing career that you developed for
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yourself, is where do you even
start with an APM program and such a
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broad term? There's so many pieces
of technology that can be applied to it.
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So I get asked this questioning a
lot and for those of you listening
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at home who are getting started on
this journey, be rest assured that ninety
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percent of the market hasn't figured it
out yet. And so if you're like,
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I don't know where to start,
I'm really, really worried. It
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seems like everybody's got to figured it
out. Nobody hasn't figured out yet,
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and I find that fascinating that you've
mentioned that, because I was on a
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panel with a couple people at growth
marketing conference last week and we asked by
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a show at hands, like where
are you within your APM maturity, beginner,
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intermediate or advanced? I'd say ninety
five percent of the rooms at ninety
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said we're beginner, one person said
intermediate and then the only person who said
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advanced was an abm but it's nice
to not only validate that from you,
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but also from a room full of
marketers are trying to figure the stuff out.
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The other awesome thing about it is
if that you ask them in a
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room not filled with marketers who are
facing the exact same problems, you ask
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them as as you were walking down
the street, a bunch of people would
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say yes, I totally haven't figured
it out, like I know it beam
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like the back of my hand.
We got it all solved. But going
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back to the original question, where
do you start? It really does start,
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and it's kind of a trite statement
to say honestly, but it really
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does start with sales and marketing alignement
and it's so, so crucial. Like
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that is the foundation of building an
account based program. I'll say account based,
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not just marketing, but account be
sales as well. That is really
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at its core. I think having
somebody in the marketing organization who gets that
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and knows how to work really well
with sales is a crucial part of getting
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your ABM's program kick started. A
friend of mine, Chap He, was
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like you work really, really well
with sales, which enables us to have
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a program like ABM, because you
have a lot of sales empathy and you
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need to have both sales empathy and
marketing empathy on both sides to to really
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get a program started. The next
piece there, once you have that really
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strong alignment with the Revenue Organization,
is coming to a mutual understanding around what
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is the target list of accounts?
What's the ICP or ideal customer profile that
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you want to go after or the
personas that we want to go after?
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So that way you can come together. This isn't just marketing generated, but
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you can come together and agree upon
a set list of our accounts, depending
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on how big your ACV is,
that maybe a hundred accounts and maybe a
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thousand accounts, maybe thirtyzero accounts,
but nonetheless you have to have some solid
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agreement on around what the ICP and
Tart accountist looks like. From there it's
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pretty so able, and I don't
mean it trivialize it, but it is
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pretty simple and that you just start
with a POC justin color. Over at
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Sikes t talks about this a lot. But you can start with a program
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that's just one to one to prove
out the value. Don't go and try
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and tackle every single thing underneath the
sun. And do you know, website
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personalization with custom case studies, custom
content assets, custom account based advertising.
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Don't try and boil the ocean.
Start with a small set. Maybe it's
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a one to one, maybe it's
someone a few, but get that POSC
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out there so that way you can
start proving the value to your leadership team
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and really make ab I'm a part
of your core through, you know,
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proving the the proof in the playing
as they would say. That's that's great.
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I think I love the the sales
empathy in the marketing empathy because I
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think the more we understand each other's
jobs and understand that neither side of the
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House has an easy button thinks,
the better off everyone's going to be.
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And one thing that that we were
iterating, and here it said those so
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recently, is the idea of almost
building to a champion sort of relationship with
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the sales and SDRs where you know
someone's doing wonder one really well, like
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make them your champion and have them
start to teach the rest of the organization
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on how to do it as well, to get that adoption to be a
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little bit more organic than marketing telling
sales to do something or vice at versa.
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Sot of totally love these tips and
I think the you know, you've
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given us a lot of actionable things
on how we can get it up and
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running, but I'm sure you've learned
a few things on what you should not
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do. So I've loved to get
the listeners here a little bit of perspective
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on that as well. Yeah,
I was figuring out I could rattle off
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a large number of things of what
not to do for you know, for
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anybody who I've worked with in the
past. Pardon me on this, but
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I've wasted a lot of time,
effort in dollars and figuring out what not
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to do along the way. So
I've been fortunate to have that experience and
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in trying to figure out the best
way to kind of like simplify it,
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I came up with, as I
was walking over here, like the five
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commandments of what not to do.
Meybm, I love that. So here's
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the Five Commandments. One is I
shall not use tech as the solution,
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and I emphasize the wrong word there, but it's the solution. A lot
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of times marketers will say, Hey, I'm tick starting my ABM program it's
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time to go by it's time to
go buy a solution out there in the
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market and you know, as great
as solutions like six cents are and demand
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base for optimizedly, the list goes
on, it's not going to be the
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solution for you and, candidly,
shouldn't be the starting place. It's not,
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you know, it's not a replica
to drive sales and marketing alignment and
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things like that. The second one
is the second commandment is I shall not
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freeze that only one channel is ABM, and so I get a lot of
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questions around like what programs are like? How do you do ABM? It
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feels like ABM's just direct mail.
Right. It's not just direct mail,
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it's not just account based advertising,
it's not just what personalization. It's a
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holistic strategy that you need to employ
across your sales and marketing organizations. The
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third commandment in the five commandments what
not to do in Avm is I shall
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not run ABM as a silo in
my organization. Another thing that happens a
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lot of times with folks starting in
ABM program is that they'll assign one person.
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A lot of times it's somebody in
demand generation and say hey, go
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kit start our ABM program whatever that
means right, and that person will go
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and they'll try to do it on
their own. They won't work with their
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sales team and again come to consensus
around the list of part accounts they work.
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Won't work with their strs on maybe
it's custom outreach sequences in order to
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really start to penetrate these accounts and
things like that. They'll do it in
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a silo and that's no, that's
no recipe for success. You need to
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add and do this thing together.
The fourth one is, I shall not
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over automy drift. I think a
lot about a lot about this. With
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with drift, they came out with
a book called this won't scale and it's
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basically a book of things that they
did to be really, really successful as
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an organization that theoretically don't scale right
and a lot of times marketers will over
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index onto things that will scale and
do a lot of automation. The gap
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this care rates over time is the
personalized approach to account based marketing or account
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based sales. That creates raving fans
and creating raving fans. It's gongs number
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one operating principle. It's the best
thing that you can do for your organization,
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because if you create raving fans in
the marketing and sales process, you
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create raving fans in your customer success
and support organizations, those are going to
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be the customers that renew time and
time again, that leaves their organization and
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go and purchase you again and another
organization and etc. Etc. It's all
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the things that make account these marketing
and sales really really worthwhile, right,
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is those types of raving fan experiences. So again, don't over automate.
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There's a number of really cool things
that you can do with a technology that
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exists in the world, but don't
over index on that side. Now the
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last one is I shall not stop
evolving, and this is kind of what
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I mean. Is Account Beas marketing
has been around for I would say about
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a decade. Became really popular probably
in two thousand and twelve, is two
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thousand and fourteen ish, so about
five years ago, and it's really candidly
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still in its infancy. There's still
a number of different things, whether it
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be tech programs processes, that are
still being developed, and so by no
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means, even though you're ten years
in and you think that you've got it
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all, figure it out. You
probably don't, and it's important to keep
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that learning mindset. As Charlie longer
would say, ide a learning machine,
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and that's how you'll continue to cut
through the noise. I mean ATM was
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invented because broad based marketing wasn't getting
a job in any and so in order
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to cut through the noise, you
got to continue to evolve, continue to
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push yourself and be creative in terms
of how do you cut through that noise.
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These are amazing. I think I'm
going to take these five commandments and
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I'm going to take them on my
wall and the rest of my team's wall,
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and I think it's super fascinating that
that Multi Channel and integrated marketing fundamentals
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are coming back in. I think
for quite a while people of rely on
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technology to start doing that for us, but it's up to us as marketing
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tacticians to really to really go and
really map out and look at what a
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journey looks like in what needs to
be there at any one moment in time
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right and I think this whole notion
of that you should never stop evolving is
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just so amazing. I think it's
incoming upon marketers to keep pushing the envelope
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and to wake up every morning and
say I'm only as good as my last
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day when I'm I doing today.
Yeah, so I hope the world adopts
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these. You heard him here first. Guys, I think the next thing
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that would be amazing to unpack with
you would be, you know, having
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taken these learnings of what to do
and what not to do and apply it
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to what you're doing today. Gong, you guys have been doing a lot
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of really cool things. I hear
about them constantly on social media. I
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think you guys are winning some awards
at some point as well. So just
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tell me about it. Yeah,
sure, absolutely. I'll call we out
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best with my SA farmer statement before
I continue on in this conversation, is
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that we are definitely I'm definitely one
of those workers in that room that you
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talked about earlier that would raise your
hand and say, Hey, this is
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still the beginning for us, and
by no means how we figured it out.
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I think we've figured out a few
things along the way that I think
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are interesting to share, and the
framework that I like to talk about it,
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then, is that our avian programs
is multifaceted and it's it is really
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we do the one to one,
we do the one a few and we
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also do the one of many.
Again, it's started with the core base
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of target accounts that we want to
go after that strs and sales all degrees
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upon with the marketing organization, and
then I'll talk briefly about the one to
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one. What we've done on that
side and what I've really done over time
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is over indexed on the partnership with
the SDR team. I don't know if
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it's the fact that I used to
manage SDRs, are used to be this
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and SDR myself, but I see
them as kind of the lynchpin in making
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especially one to one work really well, and a few examples of that that
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we've gone after today is every every
hopefully every salesperson and str has their list
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of top ten or top fifteen accounts
that they really want to break into.
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That's a part of their go to
market strategy to hit their number in in
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the month right and what we'll have
them do is be almost like many marketers
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and will enable them with things like
their own on a budget in order to
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go after and figure out different prospecting
plays to break into different accounts. One
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very tangible example that we had was
we had this gal nickel that she's an
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sc she's a strategic sv on her
team at Gonge. She read about she
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had a target account. It was
experience and she read about one of her
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prospects. Her name was Robin Norris. She's at svp of sales effectiveness over
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at experience. She wrote about on
her linkedin that the size of a home
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plate doesn't change despite what level you're
at in baseball. I have no clue
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how she tied a to sales or
sales effectiveness candidly, but that's what she
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wrote about. And Nikola was like, Hey, here's my target account and
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this is the target persona that we
really need to get after. What can
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I do on a one to one
level to create a raving fan out of
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Robin Norris? And so what she
did was she sent her a home plate.
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It was a big box that arrived
on her desk and it was a
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one to one program like literally not
only one, the one with the account
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of one, one person, as
a person level targeting and program created just
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for her. It was a home
plate sent with a handwritten out that ties,
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you know, the home plate and
piece that she wrote about so what
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we do over at Gong and that
was massively impactful. She posted on social
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media, she tagged her CEO,
she tagged her curl and going we hold
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a few months later. Experience was
a close one customer for us. So
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that one to one level worse,
really, really well and again creating those
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rating pans. That's amazing. I
think there's a lot of talk around,
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you know, one to one,
one too few, one too many,
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and when you get to one to
one, or there any easy ways to
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kind of I think as marketers and
sellers, were always trying to hack the
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process to make it as fast as
possible. But that's just a clear example
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of really smart str knowing who her
audiences and spending five minutes learning that a
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central theme in a story is a
home playton and winning right. Do you
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have any guidance for the listeners on
how much time to dedicate to doing some
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of this wonder one research so that
so that people can win at scale that
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way? Totally, totally. Like
I mentioned earlier, there's always that set
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of accounts that you know is going
to be if we were to close this
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customer is going to be a great
reference for us and is likely going to
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be double our normal asp, and
that's like they're less of top ten accounts
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that they need to go after every
single month. And so how much should
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you spend, like, how much
time should you spend doing personalized level outreach
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to these folks? is almost a
hundred percent of your time because it's tied
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into your everyday efforts of doing account
based sales. That's the whole reason why
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we do account of the sales.
Yes, we do have an inbound SCR
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team and we do have processes to
route those things to account executives if to
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work on. But how much you
be spending on creating those personalized experience for
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your talk list of accounts? Almost
all your time from an outbound perspective.
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Yeah, that's really amazing. Think
I'd love to drop into a little bit
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more of the topic around one to
one, one too few and one dimnion
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and from your perspective, maybe take
me through how you think they're the same,
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how they're different in in any myths
that you think might exist that ABM
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has to be won, the one
to qualify for like this magic ABM designation.
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Yeah, mythbusters, alert. ABM
does not need to be one to
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one. You're going to hear people. Yes, one hundred percent does not
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only need to be one to one. It can be one of one.
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And if you have a very large
enterprise sale where you're talking about six or
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seven figures, Arre for certain customers, one to one, one one may
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be the right strategy for you,
but it's not the only strategy with ABM
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and you don't have to go again
full blore and create a custom custom sales
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deck coupled with a custom me,
but coupled with that one to one direct
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mail package that you may have.
You don't need to only do that.
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And so, for example, like
a gong, we also have programs that
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we run between one a few and
one one too many. So from like,
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you know, the tens of accounts, so maybe the hundreds of accounts
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as what will run plays like this
for, and I'll give it o their
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example. That's that's even specifically direct
mail focus. And now on is what
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I like to call the mini gonge
campaign. We came up with this campaign
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to send to a couple hundred target
accounts and we've probably sent around five hundred
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of these over time, where we
package up a Minigong Nice hand written no,
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will send it out to the to
the prospect WHO's light. He's likely
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a director of sales or VP of
sales, somebody WHO's overseeing a sales team
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and has direct line of site on
to WHO's doing really well and that sales
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organization and who is right. And
usually that's that's the people managers and what
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we sent them. And that again, that's an example of a one mini
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campaign. Is We know that the
pain point that a lot of these folks
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have is I need to figure out
what the Heck Sally is doing as my
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top performer and replicate that across my
entire organization. And so we sent these
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folks a Minigong just to get the
conversation started. And it doesn't have any
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CTA in it. I get a
lot of pushback on this from a number
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of different markers, but there's no
CTA in the box. It's not go
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visit this web page and requested them. Well, it's not even email me
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back and schedule fifteen minutes on the
calendar. Another mythbuster alert when you close
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out of your emails with when does
this week work for fifteen minutes. A
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lot of times this doesn't work right. You got to get the conversation started
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in another way. And so what
it'll say with this mini Gong is,
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Hey, a gain this here top
performer and allow it to move every single
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month or quarter, you get to
decide. But honor this person with this
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miniature Gong because they deserve that extra
recognition. And what email them, and
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this is where the partnership with sales
is so, so crucial. Well,
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email them after with a with a
custom out of you sequence that says something
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to the rhyme of Hey, who
did you give it to? And I'll
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say, Hey, I give it
to Dan. He was my start performer
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last month. And close them those
ACD for us and then, of course,
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we then continue the conversation. Eventually
we go for the close and we
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say, hey, how would you
like to replicate what Dan's doing across your
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entire team? Gone can help you
with that. That's amazing. I had
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an early boss who, when I
first started in marketing, that would just
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get so bad at me because I
would write ads, I would write emails
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and I would never have a call
to action, and he just drilled it
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into my head. Is Almost one
of the commandments of you must have a
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call to action. But I think
you're approaching this in such a modern way.
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We're landing that Gong on someone's desk. I mean, what more of
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a meaningful impression can you make with
and having something that becomes symbolic across their
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entire organization and when they're ready for
your help but you're they're waiting to help
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them right. So really, really
cool program what what about when you get
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into one Domini? So we've heard
one to one. wefored one to few,
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but what does it take to really
get ABM running its scale for a
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larger setup accounts? Yeah, I'm
happy I talked about the one to man
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these. But one final story on
that's that you're reminded me of, as
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you talked about the no CTA thing, for reminds you of how the story
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that my cm a looty letter,
more often tells people, which is around
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wedding rings, and he says like
Hey, diamond rings weren't a thing,
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but a company that makes diamonds try
to instill it as tradition within a lot
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of people and eventually, over time
it became symbolic for something else not related
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to buying a diamond ring. And
that wasn't even a call to action.
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But really the strategy was to influence
the market enough to make this as a
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part of the tradition of what they
do, and the mini gone campaign is
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kind of an example of that.
Is have as many don travel around.
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It's not as empathlaws a diamond ring, nor it is that's expensive. That
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reminds me of something similar. That's
that's fantastic. The so the one of
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many piece. An easy way to
do this is to really hone in on
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your IC Ping. We talked a
lot about it gone around Jeffrey Moore's crossing
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the Chasm of strategy from going from
really like the innovators to the early adopters,
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to the early majority to the welight
majority. And what we've done is
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we look at different clusters of customers. Where are their clusters of customers?
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Where if one prospect saw that we
had these five customers that are the early
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majority, or maybe the the innovators
in the category, they would almost feel
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like they're being left behind. And
this is a very simple one to many
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strategy because once you've identify those things, and one of the ones that we
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identify and identified where we have a
ton of customers around is Martech, for
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example. So we have customers likes
and no so like drift, like hub
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spot, for example, and if
you were to show those three logos to
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anyone in more attack you would definitely
get their head to turn. And we
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were able to deploy, you know, an outreach sequence, a direct mail
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play, and just not even drastically
changing the slide deck there, but changing
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it so much that it still feels
very relevant to that target audience and we
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were able to deploy that across the
entire more text space, which is a
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pretty large set of accounts. If
you looked at the lumascape today, you
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probably see seven thousand accounts from there. So that's the thousands of the one
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of many type strategy that we've been
able to employed. It's some pretty good
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success. It's still early days for
us, candidly and rolling a campaign like
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that out, but what we expect
to see is for the late majority to
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be captures, a lot more than
mortech companies to be penetrated and higher closed
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rates, higher asp etc. Etc. Yeah, that's amazing because I when
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you're describing your one too many strategy, it really kind of goes back to
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the fundamentals that you outlined in your
commandments around multi channel and you're really thinking
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about the outreach, you're thinking about
what channels you're using for air cover and
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you know the language and the ICP
and it just sounds like, from what
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you're saying, it is possible to
do abm at scale to many people,
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and it's almost as if when conversations
start to get more one to one,
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that's when you start to employ the
one to few, in the one to
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one to get more meaningful relationships as
you ultimately partner with organizations to help them
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with the revenant. Yeah, absolutely. In the hard thing, I think,
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for ABM marketers today is to figure
out what is that? Right now,
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it's where should I focus on?
Is a nature of my business where
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I need to focus a get on
the one to one because I have,
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you know, six, seven figure
a CV and and my Tan has really
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really smond finite? Or do I
need to do all one to many,
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or do I need to do something
of a balance, something like what we're
382
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doing over here at long instead of
finding that right bounces is is that a
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really, really hard challenge? Presses
to this marketers. Amazing. We are
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coming up on time, but I
wanted to finish with one last question.
385
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In Two thousand and twenty s on
everyone's mind right now. In fact,
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most people will probably be listening to
this in two thousand and twenty. So
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tell us, like, what are
you most excited about going into two thousand
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and twenty from just a marketing business
standpoint? Yeah, but I'm looking forward
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to in two thousand and twenty is, candidly, it's really seeing the advancement
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of where we at can take our
data program honestly, that's one of the
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things that we talked about a lot. But earlier we talked about how accounts
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and having that alignment from a sales
and marketing perspective is crucial. But the
393
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the underpinning of that, right above
your sales and marketing alignment, is the
394
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data infrastructure that you're feeding to create
some of these programs, and that's things
395
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like maybe it's a maybe it's a
data fox, maybe it's a discoverer to
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to fill your account level data.
Maybe it's a clear bit, a lusha
397
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elite Iq to fill your contact that
of level data. Maybe it's like a
398
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zoom in film discover. We're combined
to fill all those gaps right and we're
399
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at gone really pushing our sophistication there, because again it's the underpinning of our
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ability to scale our entire organization.
We're going to go from what's hopefully are
401
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what is currently, excuse me,
around maybe sixty or Seventi sellars today,
402
00:29:21.730 --> 00:29:25.680
and we're going to bring that to
a hundred plus in two thousand and twenty,
403
00:29:25.759 --> 00:29:29.839
and so we're scaling the Organization fight
a bit. From a marketing perspective,
404
00:29:29.880 --> 00:29:33.599
we're going from for marketers, when
I joined only ten or eleven months
405
00:29:33.640 --> 00:29:37.440
ago to now eleven and will be
twenty five and the next two fours or
406
00:29:37.480 --> 00:29:41.029
so, and so we're hiring really
rapidly. And again, the the data
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00:29:41.990 --> 00:29:47.910
infrastructure that we're really really working on
sophisticating is is something I really excited about
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00:29:47.910 --> 00:29:49.670
two thousand and twenty. That does
sound super exciting and I think that would
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00:29:49.710 --> 00:29:52.059
probably be one of my biggest things
that I'm excited about as well. I
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00:29:52.140 --> 00:29:56.779
think data has just come so far. Are and, as I think someone
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00:29:56.819 --> 00:29:59.099
said recently, and I can't remember
who it was, dated as a new
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00:29:59.140 --> 00:30:02.700
oil. Can't have the engine really
running without having it nice and lubricated,
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00:30:02.740 --> 00:30:04.140
right. Yeah, yeah, well, Russell, I want to thank you
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00:30:04.220 --> 00:30:07.849
so much for joining today. It
was a pleasure speaking with you. Tell
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00:30:07.890 --> 00:30:11.769
our listeners how can they follow you
and learn more about going? How can
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00:30:11.769 --> 00:30:15.130
they stay in touch and just hear
all the amazing things you have to say
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00:30:15.210 --> 00:30:21.369
on social sure please do. Connect
with me on Linkedn, big Linkedin user.
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00:30:22.160 --> 00:30:25.000
My girlfriend, phily wants to kill
me for it, but I spent
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00:30:25.039 --> 00:30:26.640
a lot of time on linked and
so feel free to shove me a connection
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00:30:26.680 --> 00:30:30.720
or US and more than happy to
continue the conversation there. Do you want
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00:30:30.759 --> 00:30:34.160
to learn more about Gong and some
of the roles were hiring for? I
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00:30:34.240 --> 00:30:40.230
would definitely encourage you to. That's
ww Dit Bong Doto, and you can
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00:30:40.309 --> 00:30:44.309
follow us on rinked in, twitter
on facebook as well. Perfect. Well,
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00:30:44.390 --> 00:30:47.789
that's all for today. Everyone.
If you haven't subscribed yet, please
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