Cut Through the Noise and Book Meetings with Strategic Accounts with Andrei Zinkevich

Overview

Andrei explains his method of standing out from the crowd to book meetings with your ideal customer at the Account-Based Engagement Summit.

Speaker

Andrei Zinkevich, co-founder of Fullfunnel.io, helps B2B Service-Based, Tech and SaaS companies to develop an effective lead generation and sales system, generating customers from dream list instead of generating “more leads” and scale revenue with Full-Funnel B2B marketing.

Quotes

Quotes 

In the era of email and LinkedIn spam, direct mail stands out, especially when personalized and with a gift. 

If someone isn’t interested, use it as a learning experience. Find out what resonates with your prospects in your pitch and improve your unique value proposition. 

Key Points

Step-by-Step Direct Mail Outreach 

• Perform research and brainstorm gifts and metaphors 
• Prepare the personalized pitch 
• Create the dedicated content hub (optional) 
• Prepare and ship your parcel 
• Sales follow-up 

5 Elements of a Successful ABM Campaign 

1. A detailed ICP (ideal customer profile) that includes: 

• The enriched buying cmmittee with goals, needs, pain points 

• Account qualifiation and disqualification criteria 

• Vertical and job role benefits 

2. Account research for the qualified accounts including: 

• Company’s strategic initiatives 

• Persona’s KPIs, challenges, and potential needs 

• Value hypotheses (what can be acheives with our product) 

3. Warm-up programs that will make your accounts aware of your product 

4. Outreach cadence 

5. Sales activation playbook: the most important step to get the most from the campaign