This Is How Using Account Based Marketing for Automation Will Make You Close More Enterprise Deals

Christien Louviere
Aug 23, 2017 · 3 min read

My enterprise level sales efforts were failing.

I wasn’t making the connections with specific high-value decision-makers and influencers, and I felt like I was wasting an enormous amount of time performing manual tasks.

I finally realized that I was making things too hard. I wasn’t executing a strategic, personalized approach aimed to land and expand my efforts, rather I was bypassing easy-to-use technology that would help me efficiently target the stakeholders with decision making power.

I had to find a way to perform smarter, better and faster.

I was broke. So, I sacrificed my gym membership and instead invested the money into acquiring the essential tools to accelerate my productivity and help me reach the right prospects. I needed to be able to profile and target specific accounts, but more importantly, I needed to target the key stakeholders at each level of the account that actually influence the decision on whether or not to close the deal.

Basically, I needed some good market intelligence data.

I took time to get to know the different technology and developed a strategy. It was essential that I learn how my target accounts were structured and who the key decision makers were. I would need to learn what stakeholders were worth involving. Ultimately, I was looking for help in delivering the highest Return on Investment.

First, I utilized a case study relevant to my buyer persona and developed a deeper understanding of my target. I was looking at job roles at the level of CMO and CIO. I used LinkedIn Navigator to help identify high value prospects, which yielded a target rich group of leads, aka those with the power to purchase.

I used Hunter.io to find the correct email address in order to connect with the people I was targeting, and then customized a drip sequence of 4–6 emails deep. Each email message was tailored to be personalized towards the target and addressed a solution. Basically, I was reaching out to a specific target with a specific message. I drafted my emails and used the Chrome extension Mixmax to schedule and send the emails. This automation saved me a tremendous amount of time and allowed me to put my focus back on selling. I was also able to quickly personalize my emails at scale.

My next step was to call each person that did not respond and of course immediately call those who did.

But by my fifth email, I had results.

Soon, I developing new opportunities, managing a pipeline, and closing enterprise-level deals.

I was also building strong, long lasting relationships with top executives while meeting revenue targets and goals.

By incorporating automated marketing systems, I was able to take my business growth to the next paradigm level and ultimately increase my opportunities and revenue. I was driving more high-value leads and optimizing my marketing. I was also saving incredible amounts of time

The combination of my skill, determination, and the addition of the automation has given me everything I needed to be a productive, effective salesforce and turn all of my leads into conversions.

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Christien Louviere

Written by

Champion of the personal brand: gumbo.clouvi.com

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