#ABM 8: 5 Ways to Combine ABM & Direct Mail w/ Kris Rudeegraap

WEBVTT 1 00:00:00.080 --> 00:00:05.440 People receive hundreds of digital messages a day, from push notifications to emails. 2 00:00:05.879 --> 00:00:10.710 So how do you engage your top prospects and stand out? By sending personalized 3 00:00:10.750 --> 00:00:15.310 gifts the old fashioned way with Sindoso. Sin Dooso helps you use gift giving 4 00:00:15.390 --> 00:00:20.190 and direct mail throughout your customer life cycle, from lead generation to converting customers 5 00:00:20.230 --> 00:00:25.820 into brand advocates, from sourcing to sending and centralizing the direct mail and gifting 6 00:00:25.899 --> 00:00:29.940 process. San Doso helps you scale your gift giving, stand out and keeping 7 00:00:30.019 --> 00:00:38.729 your brand top of mine visits and DOSOCOM to learn more. You're listening to 8 00:00:38.890 --> 00:00:43.649 be tob growth, a daily podcast for B TOB leaders. We've interviewed names 9 00:00:43.689 --> 00:00:47.329 you've probably heard before, like Gary Vannerd truck and Simon Senek, but you've 10 00:00:47.409 --> 00:00:51.479 probably never heard from the majority of our guests. That's because the bulk of 11 00:00:51.560 --> 00:00:56.079 our interviews aren't with professional speakers and authors. Most of our guests are in 12 00:00:56.159 --> 00:01:00.799 the trenches, leading sales and marketing teams. They're implementing strategy, they're experimenting 13 00:01:00.840 --> 00:01:04.430 with tactics, they're building the fastest growing BB companies in the world. My 14 00:01:04.469 --> 00:01:07.829 name is James Carberry. I'm the founder of sweet fish media, a podcast 15 00:01:07.870 --> 00:01:11.390 agency for BB brands, and I'm also one of the cohosts of this show. 16 00:01:11.430 --> 00:01:15.790 When we're not interviewing sales and marketing leaders, you'll hear stories from behind 17 00:01:15.829 --> 00:01:19.099 the scenes of our own business. Will share the ups and downs of our 18 00:01:19.140 --> 00:01:25.180 journey as we attempt to take over the world. Just getting well, maybe 19 00:01:25.780 --> 00:01:34.370 let's get into the show. Heyo, welcome back. This is Chris Rudyger 20 00:01:34.409 --> 00:01:40.409 up here, your cohost to the podcasts be tob growth ABM series. Today 21 00:01:40.450 --> 00:01:45.129 I'm excited to share with you some really tactical ways to leverage your marketing automation 22 00:01:45.209 --> 00:01:49.040 platform, such as Marquetto or hub spot, to come up with some automated 23 00:01:49.159 --> 00:01:53.439 directmail campaigns. These are things that you, as a demand Gen marketer, 24 00:01:53.599 --> 00:01:59.120 marketing programs, CP of marketing, even as Cmo, should know and should 25 00:01:59.159 --> 00:02:04.549 use. The first one is when someone downloads content from your website, automatically 26 00:02:04.590 --> 00:02:07.830 send them a five dollar e gift card. This can be programmatically sent on 27 00:02:07.949 --> 00:02:14.949 behalf of the salesperson str and it provides just that one more touched point and 28 00:02:15.069 --> 00:02:19.900 value add I wouldn't in that you know e gift message ask for anything, 29 00:02:20.300 --> 00:02:23.300 so don't say hey, you know can you have a meeting with me kind 30 00:02:23.340 --> 00:02:24.979 of thing. It's more of like a pay it forward. Hey, enjoy 31 00:02:25.060 --> 00:02:28.860 this coffee gift card while you read this content. Let me know if you 32 00:02:28.900 --> 00:02:32.889 have any questions. The next tip, number two, is automatically send a 33 00:02:32.969 --> 00:02:38.090 handwritten note when someone attends your event or visits your booth or trade show. 34 00:02:38.530 --> 00:02:43.330 This is a really simple personable tactic that can be automated through your marketing automation 35 00:02:43.449 --> 00:02:46.719 platform. You know, think about it this yourself. Imagine going stopping by 36 00:02:46.840 --> 00:02:51.560 a trade show booth and, you know, a week later, three days 37 00:02:51.560 --> 00:02:53.680 later, getting a little handwritten think. You know, that'll go really far 38 00:02:54.120 --> 00:02:58.750 and that's also could be a bigger part of an ABM strategy where you're just 39 00:02:58.830 --> 00:03:02.270 using that handwritten note as a touch point following up from that trade show and 40 00:03:02.349 --> 00:03:06.669 then you can follow up with an email thereafter, trying to set up that 41 00:03:06.789 --> 00:03:12.310 demo and phone call. The next one is, throughout a nurture campaign, 42 00:03:12.669 --> 00:03:16.539 trigger a printed case study. So this is a great way that you could 43 00:03:16.539 --> 00:03:22.300 leverage data such as industry, such as Persona, and, based on that 44 00:03:22.500 --> 00:03:27.169 smart list, trigger the relevant content. This is something that Sindoso can print 45 00:03:27.289 --> 00:03:30.689 on demand. Include a handwritten note or posted note, package it up and 46 00:03:30.849 --> 00:03:36.169 ship it out. The next one create a trigger that sends your prospect a 47 00:03:36.490 --> 00:03:39.810 succulent when they reach a certain stage of the sales cycle. Now cycling is 48 00:03:39.889 --> 00:03:45.240 just an example. Could be in different item but certain stages of the sales 49 00:03:45.280 --> 00:03:50.840 cycle, you know you can automate through databased in your marketing automation system and 50 00:03:51.080 --> 00:03:54.280 get that person something on their desk to think about your brand in your company. 51 00:03:54.949 --> 00:04:00.949 The last one is thinking about opportunities that have gone stale or are sitting 52 00:04:00.990 --> 00:04:05.150 in a stage for too long. For example, if an opportunity stage is 53 00:04:06.110 --> 00:04:11.819 nope, sitting forty one, whatever the days, is that your company has 54 00:04:11.860 --> 00:04:17.019 decided send them something to kind of reactivate that prospect and re engage them. 55 00:04:17.620 --> 00:04:20.660 So yeah, there you have it. Those are five tips that you can 56 00:04:20.980 --> 00:04:26.930 automate today with your marketing automation system. And again, if you have any 57 00:04:26.930 --> 00:04:30.449 questions, let us know. You could reach out to me directly. That's 58 00:04:30.449 --> 00:04:38.569 Chris at SINDOSOCOM and looking forward to hearing your responses. Thank you. We 59 00:04:38.800 --> 00:04:42.839 totally get it. We publish a ton of content on this podcast and it 60 00:04:42.959 --> 00:04:46.319 can be a lot to keep up with. That's why we've started the BOB 61 00:04:46.480 --> 00:04:50.319 growth big three, a no fluff email that wools down our three biggest takeaways 62 00:04:50.360 --> 00:04:56.949 from an entire week of episodes. Sign up today at Sweet Phish Mediacom Big 63 00:04:57.069 --> 00:05:00.910 Three. That sweet PHISH MEDIACOM Big Three