Acquisition enriches Winmo’s agency sales intelligence data set and secures its position as the most widely used and highly rated B2B sales intelligence provider for the advertising industry.
Atlanta, GA (May 8, 2018) – Winmo, a product of List Partners, announced today that it has acquired Access Confidential, a move that solidifies the company’s standing as the market-leading B2B sales intelligence provider to agencies and the wider advertising industry. The acquisition delivers on the company’s mission to provide the most comprehensive and forward-looking sales intelligence, empowering agency new business professionals to reach the right prospects, at precisely the right time.
“We’re excited to combine our world-class B2B sales intelligence platform, Winmo, with Access Confidential’s industry renowned agency database to further accelerate our growth and provide the advertising market with the mission-critical new business intelligence they need to thrive,” said Dave Currie, CEO of List Partners | Winmo.
While Access Confidential’s technology and support will continue uninterrupted, the consolidation of these two best-in-class resources will accrue significant benefits to customers, in the form of:
- A broader network of new business support to help customers prospect more efficiently.
- Increased investment across research and product development to fuel more comprehensive data gathering and strategic product integrations that fit into our customer’s daily workflow.
- Access to new applications like WinmoTalk’s exclusive social sales community and WinmoEdge’s predictive intelligence.
Starting immediately, both teams will collaborate with customers and stakeholders, working to assess and integrate key technology and data from the respective platforms.
Lisa Colantuono, President of AAR Partners | Access Confidential noted, “With this move our vision is to be the most indispensable tool for driving new business revenue for agencies, enabling customers to source qualified new leads, build new relationships and ultimately win more business in a much more efficient manner.”
Moving Forward Together
Winmo and Access Confidential will move forward as one company serving the same mission; to accelerate agency’s new customer growth by delivering the highest quality of data and sales intelligence in the world.
Historically, as two competing companies Winmo and Access Confidential have maintained offerings that, while overlapping, have been focused on different aspects of agency business development. Now, the combination of those different focuses will provide customers a holistic, best-in-class new business solution.
“While Winmo has strategically been focused on building a highly predictive platform that serves multiple markets in the advertising ecosystem, including martech, media and sponsorship, Access Confidential has focused on deepening their agency focus and dataset. Combining these different focuses will strengthen our agency new business intelligence and bring tremendous value to our customers moving forward,” said Dave Currie, CEO of List Partners LLC.
To learn more: Contact Us..
About Winmo
Winmo is the leading B2B sales intelligence provider for the advertising industry. Taking the guess-work out of prospecting, we guide those who target national advertisers and their agencies to the right decision-makers, on the right accounts, at the right time. While providing the most accurate contact and brand-agency relationship data available in the media and advertising industry, Winmo also predicts sales opportunities on the horizon – tracking subtle industry shifts that in return provide clients with forecasted new business leads months before they happen. With access to verified sales intelligence, intuitive features and forecasted opportunities, Winmo users don’t chase new business leads, they get out in front of them.
To learn more about Winmo, visit Winmo.com.
About Access Confidential
Access Confidential is an agency new business service center empowering agency new business executives to prospect corporate marketers more efficiently and effectively. A key resource for agency new business, Access Confidential’s agency database includes over 25,000 company profiles and 100,000 executive profiles with key contact information.
For questions, contact:
Jennifer Groese, VP of Marketing, List Partners LLC.
jenniferg@thelistinc.com
Infographic: What Happens Every 30 Days in Winmo
in Ad Sales, Agency New Business, Business Development, Marketingby Jennifer GroeseSometimes I have a problem of oversimplifying things at work. I’ll think to myself, “Oh I can knock that out in an hour, or even a day” and it seems like every time I say those words out loud (or even think them) those projects always become the most time-consuming and exhaustive thing I work on.
Well, when it comes to sourcing prospecting data to fuel your sales and marketing outreach let’s just say this is one project you don’t want to fall trap to and oversimplify.
Luckily with the recent influx of sales technologies, business development professionals are becoming more adept at investing and using resources that make their lives easier. A few years ago a CEO might have said “Let’s build our own database” not fully thinking it through, but today that same CEO is saying “Let’s leave it to the professionals and just buy Winmo!”
But why? What makes it so difficult to build a database on your own?
Well, we’ve been doing this for the past 24 years and have learned a few things along the way. Mostly that data goes out of date….and fast! There’s more change in the media and advertising industry than ever before – brands are bringing creative teams in-house, investing in new job roles, and shifting the way they invest their marketing budgets. This means more flux of data to track and maintain.
Winmo’s often referred to as the most comprehensive and accurate advertising database in the industry, and let me be honest – this is something our team takes very seriously! We’ve learned over the years that data can’t just be scraped off the internet and thrown into a database. Instead, it takes human oversight to source, apply, and verify continuously.
So take our Winmo database for example. Here’s what we’ve built over the years and maintain consistently:
In order to maintain this massive amount of data, and most importantly keep it all up-to-date, there’s
A LOT of work that goes into Winmo. Here’s a glimpse into what our research team undertakes every 30 days to make it happen:
5,000 Confirmation Phone Calls Made
One of the key differentiators that sets Winmo’s data apart from others is our accuracy. We employ a US-based, in-house research team that provides human oversight and phone verification to every contact record in Winmo.
2,000 Agency Profiles Updated
Within a month, our team is updating over 2,000 of Winmo’s agency profiles. Typically this includes updating firmographic details or even a change in their agency-brand relationships.
30,000 Emails Verified
Over a 30 day span, our team is verifying over 30,000 email addresses within Winmo. That means when you’re plugging our data into your sales cadence you can rest assured it’s landing directly in your prospects inbox!
2,000 Decision-Makers Removed
Due to the constant churn in the advertising and marketing industry, paired with our unwavering commitment to providing the most accurate data available, our research team removes over 2,000 outdated decision-maker profiles each month.
50+ New Profiles Added
Since Winmo tracks national advertisers, in order for a company to make it into our advertising database they must meet certain requirements, including:
400+ Custom Research Request Completed
Sometimes our customers need to find a company that doesn’t yet meet our revenue or spend requirements above. In that case, they can submit a custom research request that our team then fulfills and sends back to the customer, typically within 48 hours. Now that’s support!
Ready to hand this over to the data professionals and get back to doing what you do best – selling? Request a free Winmo trial today.
Winmo Named Atlanta’s Best & Brightest Places to Work – 2018
in Breaking Newsby Jennifer GroeseHot Lanta is booming, and incubating tons of companies that are setting a new level of employment satisfaction and cultural growth. Being recognized as one of Atlanta’s Best & Brightest Places to Work is something we’re extremely proud of. And, being recognized for the 4th time demonstrates the continued focus we put on our company culture and our employees.
We realize culture starts internally and it’s something we began investing in 7 years ago, and focus on daily. We might even have our very own Culture Coach (yes, they exist).
Meet Vince …
Building an impactful culture takes consistency, humility, sincerity and nurturing. Over the years we’ve integrated a variety of different employee enrichment programs. Here are a few our employees have found most valuable:
1) VTO (Volunteer Time Off) Program
In our mission to impact 100,000 lives by 2020, we’ve dialed up the community involvement piece and earlier this year rolled out our VTO program. This program allows employees to take one working day per quarter and volunteer at the non-profit of their choice.
In fact, some of our account management team, Whitney Hanauer and Sara Brignet pictured below, recently volunteered at Meals on Wheels here in Atlanta.
2) Process Improvement Program
One of the inspirational programs our culture coach, Vince, helped us incorporate 4 years ago was our Process Improvement Committee. This team invites the entire company to participate in improving processes and bolstering efficiencies across the entire business. Examples have included: added product functionality to Winmo via SalesForce integrations and even giving our vending machine an upgrade to include healthier options. Since starting, we’ve executed over 200 processes company wide!
Fun fact: our VTO Program mentioned above was actually created using our Process Improvement committee.
Interested in Joining our Team?
As a rapidly growing business, we’re constantly looking for great talent to join our team. If you’re looking for your next professional opportunity, check out our open positions here.
And, don’t just take our word for it. Hear directly from our employees about what they love best about Winmo!
Prospect List: Top Ten Travel & Tourism Advertisers
in Ad Sales, Business Developmentby Marilyn Mead BrutocoAs the summer sun beckons travelers to use their vacation days, travel and tourism boards are shelling out marketing dollars to entice those consumers to book, fly or visit with them.
Utilizing Winmo’s smart filters, we pulled the top 10 digital and TV ad spenders in the travel and tourism category to give you a pre-made prospect list.
While the best time to secure summer ad dollars from travel and tourism brands is Q1, when campaigns are being planned, there may yet be supplemental dollars available. And more importantly, this category boosts investments again during the holidays, so begin your outreach now to be included in upcoming winter campaigns.
Read on to discover the top travel and tourism advertisers we’ve put together for your prospecting pleasure.
Top Travel & Tourism Digital Advertisers
(Spend per Pathmatics)
Top Travel & Tourism National TV Advertisers
(Spend per iSpot)
Need to know who plans and buys media for these marketers? Request a demo of Winmo to score complete client-side and agency decision-maker lists for these advertisers and thousands of others, with direct dials and emails to sidestep gatekeepers and win more business!
Advertising Brands Spending Top DADvertising Dollars This Father’s Day
in Ad Salesby Marilyn Mead BrutocoLast year, American consumers spent upwards of $15 billion on Father’s Day. To capture their share of this investment, marketers shelled out about $2 billion in advertising for the holiday, creating plenty of opportunity for ad sellers to take advantage of.
So, with Dad’s favorite holiday just around the corner, it’s time to hone in on this billion dollar holiday if you haven’t already. Keep in mind that while it doesn’t hurt to seek any last minute ad dollars or supplemental buys, it’s likely that spending for Father’s Day this year has already been allocated. Instead, begin engaging these top Father’s Day ad spenders now to be the first in line for next years ad buys or other upcoming holiday campaigns.
While there are plenty of brands to engage, we have selected five to start with, as they never seem to disappoint when it comes to Father’s Day advertising.
National TV Spend (2017): $181.9 million
National TV Spend (YTD): $56 million
Digital Spend (2017): $36.5 million
Digital Spend Spend (YTD): $3.7 million
National TV Spend (2017): $34.4 million
National TV Spend (YTD): $19.4 million
Digital Spend (2017): $7.9 million
Digital Spend Spend (YTD): $2.3 million
National TV Spend (2017): $50 million
National TV Spend (YTD): $24.7 million
Digital Spend (2017): $6.3 million
Digital Spend Spend (YTD): $324,500
National TV Spend (2017): $54.1 million
National TV Spend (YTD): $18.1 million
Digital Spend (2017): $578,700
Digital Spend Spend (YTD): $33,800
National TV Spend (2017): $37.4 million
National TV Spend (YTD): $21.9 million
Digital Spend (2017): N/A
Digital Spend Spend (YTD): N/A
While these are just a few big brands to target, there are plenty of other brands that take advantage of celebrating Dad. To continue your prospecting, here are a few additional DADvertisers to engage:
*National TV spend per iSpot, digital spend per Pathmatics
Need contact information, spending history and talking points to engage these advertisers? Request a trial of Winmo to tap into DADvertising opps today!
Four Brands That Are Hiring Their First CMOs, Here’s Why It’s Important
in Ad Sales, Agency New Business, Marketing Techby Marilyn Mead BrutocoWe are constantly reminding you of the important role that CMO hires play in agency shifts. Why? Because they’re the number one indicator that an agency review is likely to occur. So what does this say about first time CMO hires? That an agency hire is even more likely as marketing investment is poised to rise.
When a brand hires a CMO for the first time, not only is the likelihood of that brand hiring new agencies increased, it also means that a large marketing investment is coming – so ad sellers, martech vendors and even sponsorship organizations should take notice.
Here’s a heads up on four under the radar brands that are either looking or just hired their first CMOs. Start engaging right away to be top of mind when big marketing moves begin to happen (if they haven’t already).
So there you have it, four brands to start engaging now. Need contact information, spending history and talking points to make the right impression? Request a trial of Winmo to get your competitive edge!
Which Prospecting & List Building Tools Actually Work?
in Agency New Businessby Zoe BlutsteinAgencies of all shapes and sizes are recognizing the value of list building software as a critical time-saver for filling their pipeline with qualified leads.
How do we know? Well, for the past six years, the New Business Tools Annual Report summarizes the findings from 300+ U.S. agency executives on the use and effectiveness of tools across a wide range of categories. Per the 2018 report, all tools saw an increase in usage, with Target Audience Research Services and Prospect Contact / List Building Software seeing the highest increase at +10%.
Among these tools, only a few received an effectiveness rating of 4 (out of 5) or above. However, there were a handful that passed that threshold. Topping that list? Winmo.
Supporting these findings, the report also included a ranking of agency executives’ “top three” essential tools, which were listed in the following order:
So, all of this information is great, but maybe you’re wondering what agencies are looking for in the future? Don’t worry, the report covered that too, finding that integration between tools was the clear cut answer. For us, this was especially comforting to hear, as this is precisely why Winmo integrates with some of the most popular tools mentioned in the report, including: Salesforce, SharpSpring and a newcomer to the list, personality database Crystal Knows.
In the Prospect Contact/List Building category, the report found that “two tools account for the lion’s share of usage.” This continues Winmo’s streak of topping the category usage every year since we’ve been on the market, marking three consecutive wins.
While it may seem obvious, it’s worth noting that because list building as a category sits at an all-time high, with effectiveness ratings up, agencies are using these platforms to a greater degree, and are finding them more efficient. When agencies were asked to elaborate on the use of their tools, responses ranged from:
Also listed in the report is the usage of prospecting intelligence tools, many of which our predictive sales publication WinmoEdge uses to identify the pitch-worthy accounts reported on. Because of this, a resource like WinmoEdge can be a huge time-saver by finding prospecting opportunities for you.
While there are plenty of prospecting tools to be used, the closing point of the report emphasized that even the best tools in the world are only effective if they’re used – and used correctly. According to agencies mentioned in the report:
The great thing about this, however, is that the solution to this problem is an easy one. All it really takes is investing a bit of extra time in the beginning to either sit down with an account manager, peruse a Knowledge Base or attend a webinar training to make sure you understand the tool you’re using, and that you’re using it the right way. We’re all busy, but investing the extra time to understand the tools you’re using in the beginning will save countless research hours down the road.
And if you’re among those who, year after year, simply don’t find the time to put useful tools to work to build a pipeline, we recommend outsourcing your business development to someone who will put these tools to work for you. We might be biased, but Catapult New Business is a great option there.
The bottom line? If your agency wants to prospect smarter, faster, and more efficiently, there are tools at your disposal that can accomplish that. All you have to do is invest the time or resources to utilize them.
Download the full report here!
Winmo Announces Acquisition of Redbooks
in Breaking Newsby Jennifer GroeseAcquisition enriches Winmo’s sales intelligence dataset and secures its position as the most widely used and highly rated B2B sales intelligence provider for the advertising industry.
Atlanta, GA (May 10, 2018) – Winmo, a product of List Partners, announced today that it has acquired Redbooks, a move that solidifies the company’s standing as the market-leading B2B sales intelligence provider to the advertising industry. The acquisition delivers on the company’s mission to provide the most comprehensive and forward-looking sales data, empowering sales professionals to reach exactly the right prospects, at precisely the right time.
Coming on the heels of another expansion earlier this week, through which Winmo acquired agency new business solution Access Confidential, the move continues the company’s upward trajectory under the leadership of CEO Dave Currie.
“We’re excited to combine our world-class B2B sales intelligence platform, Winmo, with Redbooks’ industry renowned data and buying signals insights to provide our agency, media, adtech and sponsorship customers with the mission-critical sales leads and support they need to thrive,” said Dave Currie, CEO of List Partners | Winmo.
Winmo and Redbooks will move forward as one company serving the same mission: to accelerate sales for their customers by delivering the highest quality data and actionable sales intelligence on National Advertisers, their agencies and adtech partners.
Historically, as two competing companies Winmo and Redbooks have maintained offerings that, while overlapping in some areas, have focused on different aspects of sales acceleration. Now, the combination of those different focuses will provide customers a holistic, best-in-class solution.
“While Winmo has strategically been focused on building a highly predictive sales platform that has brand-centric contacts, display taxonomy and fluid CRM integrations with Salesforce, Redbooks has focused on broadening their dataset of tracked companies and contacts to include deeper roles and global data. Combining these different focuses will strengthen and scale the sales intelligence we deliver daily and bring tremendous value to our customers moving forward,” said Dave Currie.
Redbooks users will continue to be fully supported by an even larger US based research group and customer success team. Customers will also have the option to experience Winmo as key features and data are migrated from Redbooks to the Winmo platform.
For a trial of Winmo or additional details of the acquisition, visit Winmo.com.
For questions, contact:
Jennifer Groese, VP of Marketing, Winmo | List Partners LLC.
jenniferg@thelistinc.com
About Winmo
Winmo is the leading B2B sales intelligence provider for the advertising industry. Taking the guess-work out of prospecting, we guide those who target national advertisers and their agencies to the right decision-makers, on the right accounts, at the right time. While providing the most accurate contact and brand-agency relationship data available in the media and advertising industry, Winmo also predicts sales opportunities on the horizon – tracking subtle industry shifts that in return provide clients with forecasted new business leads months before they happen. With access to verified sales intelligence, intuitive features and forecasted opportunities, Winmo users don’t chase new business leads, they get out in front of them. To learn more about Winmo, visit Winmo.com.
About Redbooks
For almost 100 years, Redbooks has been providing competitive intelligence and prospecting data to media companies, advertising agencies, manufacturers, advertising services and suppliers, libraries and more. As the industry’s source for uncovering key advertiser and agency relationships Redbooks monitors nearly 9,000 worldwide agency parent companies, over 4,400 U.S. publicly traded companies, the top 2,000 global companies and the largest U.S. private companies.
List Partners Acquires AAR Partners
in Agency New Business, Breaking News, Business Developmentby Jennifer GroeseAtlanta, GA (May 8, 2018) – List Partners, a B2B information services and consulting company specializing in the advertising space, announced today the acquisition of agency search consultancy AAR Partners.
With this acquisition, List Partners continues their rapid rise in the advertising and marketing sector under the leadership of CEO Dave Currie. “With a unique vista over the advertising and marketing ecosystem, we’ve experienced a tremendous shift in the market, and with that, a national and global change in the needs of our customers and the marketers they serve. A shake-up of the very way business solutions are procured by CMOs and their teams is an essential next step for our industry, one that we’ve embraced and look forward to taking the lead on with AAR Partners’ President, Lisa Colantuono and her team.”
AAR is one of the most in-demand, active agency search consultants in the country, having most recently conducted Agency of Record (AOR) searches and relationship optimization engagements for companies such as Ancestry.com, ClearChoice Dental Centers, El Pollo Loco, Aruba Tourism Authority and many more.
“Demand for business growth, innovation and delivery excellence continues to compound with tighter time-frames and higher expectations,” says Lisa Colantuono, President of AAR Partners. “This demand drives change and competition; it’s never been fiercer. Chief Marketing and Chief Growth Officers need trusted advisors to help navigate the nuances of today’s agency landscape in order to address many new marketing needs.”
The combination of these two companies, along with a merging of their respective data intelligence platforms, Winmo (List Partners) and Access Confidential (AAR Partners), will for the first time bring together a prospecting data center and agency search consultancy under one roof. With a shared vision of modernizing the search process, these data and consultancy powerhouses will provide CMOs an unprecedented vantage point from which to see – and search for – best-in-class service providers across the entire marketing ecosystem.
About List Partners LLC.
A B2B information services and consulting company, List Partners LLC. is at the crossroads of Media Properties & Publishers, Agencies and Management Consultants, Marketing Technology Firms and those in the Sponsorship and Entertainment categories. Focused on forging profitable, long lasting relationships within the advertising industry, List Partners’ umbrella of intelligence technology solutions and client services have been built on over two decades of experience. Continually recognized as one of the most progressive and fastest-growing private companies by Inc. 5000, List Partners is home to well-known brands like Winmo and Catapult New Business as well as legacy brands, The List Online and AdDataExpress.
To learn more about List Partners, visit ListPartnersLLC.com.
About AAR Partners
An agency search consultancy specializing in “Creating smAARt Relationships Impacting ROI” since 1980, AAR Partners prides itself on identifying the most appropriate communications agency for client needs. The veteran team has counseled more than 1,500 marketers over the years and are proud to say that AAR’s forged partnerships not only outlast the industry average, but also impact brand valuation.
To learn more, visit AAR Partners.
For questions, contact:
Jennifer Groese, VP of Marketing, List Partners LLC.
jenniferg@thelistinc.com
Winmo Acquires Access Confidential
in Agency New Business, Breaking News, Business Developmentby Jennifer GroeseAcquisition enriches Winmo’s agency sales intelligence data set and secures its position as the most widely used and highly rated B2B sales intelligence provider for the advertising industry.
Atlanta, GA (May 8, 2018) – Winmo, a product of List Partners, announced today that it has acquired Access Confidential, a move that solidifies the company’s standing as the market-leading B2B sales intelligence provider to agencies and the wider advertising industry. The acquisition delivers on the company’s mission to provide the most comprehensive and forward-looking sales intelligence, empowering agency new business professionals to reach the right prospects, at precisely the right time.
“We’re excited to combine our world-class B2B sales intelligence platform, Winmo, with Access Confidential’s industry renowned agency database to further accelerate our growth and provide the advertising market with the mission-critical new business intelligence they need to thrive,” said Dave Currie, CEO of List Partners | Winmo.
While Access Confidential’s technology and support will continue uninterrupted, the consolidation of these two best-in-class resources will accrue significant benefits to customers, in the form of:
Starting immediately, both teams will collaborate with customers and stakeholders, working to assess and integrate key technology and data from the respective platforms.
Lisa Colantuono, President of AAR Partners | Access Confidential noted, “With this move our vision is to be the most indispensable tool for driving new business revenue for agencies, enabling customers to source qualified new leads, build new relationships and ultimately win more business in a much more efficient manner.”
Moving Forward Together
Winmo and Access Confidential will move forward as one company serving the same mission; to accelerate agency’s new customer growth by delivering the highest quality of data and sales intelligence in the world.
Historically, as two competing companies Winmo and Access Confidential have maintained offerings that, while overlapping, have been focused on different aspects of agency business development. Now, the combination of those different focuses will provide customers a holistic, best-in-class new business solution.
“While Winmo has strategically been focused on building a highly predictive platform that serves multiple markets in the advertising ecosystem, including martech, media and sponsorship, Access Confidential has focused on deepening their agency focus and dataset. Combining these different focuses will strengthen our agency new business intelligence and bring tremendous value to our customers moving forward,” said Dave Currie, CEO of List Partners LLC.
To learn more: Contact Us..
About Winmo
Winmo is the leading B2B sales intelligence provider for the advertising industry. Taking the guess-work out of prospecting, we guide those who target national advertisers and their agencies to the right decision-makers, on the right accounts, at the right time. While providing the most accurate contact and brand-agency relationship data available in the media and advertising industry, Winmo also predicts sales opportunities on the horizon – tracking subtle industry shifts that in return provide clients with forecasted new business leads months before they happen. With access to verified sales intelligence, intuitive features and forecasted opportunities, Winmo users don’t chase new business leads, they get out in front of them.
To learn more about Winmo, visit Winmo.com.
About Access Confidential
Access Confidential is an agency new business service center empowering agency new business executives to prospect corporate marketers more efficiently and effectively. A key resource for agency new business, Access Confidential’s agency database includes over 25,000 company profiles and 100,000 executive profiles with key contact information.
For questions, contact:
Jennifer Groese, VP of Marketing, List Partners LLC.
jenniferg@thelistinc.com
May The Fourth Be With You When Sales Prospecting
in Salesby Zoe BlutsteinIf you’re a Jedi, your power comes from The Force, but if you’re prospecting for sales, your power comes from closing a deal. It may not be as exciting, but when it comes to sales prospecting, it’s just as important.
So, to become the Luke Skywalker of sales, think of us as your Yoda, and this blog as your sales prospecting training. To help you awaken The (sales) Force within you, and close more deals, start by following these four steps when prospecting for sales.
Step Wan: Divide and Conquer – The first order of business is to establish who you’re targeting. Just like The Empire targets the resistance, you need to identify who you’re going after. Establish what your ideal customer or client looks like, and then use that to segment your outreach by market appropriately. This is important because it allows you to target your messaging and customize your approach so you can engage with the right prospects. You can segment by things like value, need, region or industry.
Step Two: Measure Success To See If EWoks (it works) – Once you’ve segmented your market and customized your approach, you’ll need to determine how you’re going to measure the success of your new strategy. This is where KPI’s, or Key Performance Indicators, come into play. If your job involves prospecting for sales, you likely already have KPI’s in place, but if not, that is where you need to start. KPI’s can be used to measure a number of things, such as: lead conversion rates, sales cycles, email opens and click throughs. Having these in place will give you something to measure against when seeing how successful your new strategy is.
Step Three: The Approach Awakens– Now that you’ve measured your success and you know what it looks like, it’s time to create the actual approach itself. As far as prospecting for sales goes, we suggest taking an account-based approach. In other words, don’t target just one person at a company, target the company as a whole. This will allow you to successfully engage both the decision makers and potential users.
Step Four: Use ‘The Force’ of Personalization