Boomerang

Here is why I think Lead Prioritization is more important than Account Prioritization. 1????Buying center is not the same as buying team Sales typically will engage with 3-15 people in a sales cycle but they are a subset of the overall buying center. From a marketing perspective, we need to market to all of them including all title variations. Obviously, Past customer leads are great for sales teams! 2???Make all pipeline teams work coherently All pipeline generation teams from field marketing to SDRs should be taking the same insight through all channels in the right sequence. 3????Measuring engagement Having a unified view of all intent signals makes collaboration based on facts and not opinions How are you doing lead prioritization today? #B2B #Champions #GTM #ABM #AccountBasedMarketing #ABX #ABS #BuyingGroups #LeadPrioritization

We are often guilty of holding reps accountable to the wrong metrics. One of them is CRM contact data hygiene. Reps shouldn't be manually prospecting nor should they be expected to keep contact status up-to-date. It's a STUPID waste of time! We started Boomerang to solve this problem so that no one else faces the same issues I faced: 1??? Keep your buying committee up-to-date based on calendar/email data 2???Use AI to summarize relationship history so that reps know who to go to for warm intros 3??? Job change tracking What mundane tasks are you automating to help your salespeople? #ForeverAE #GTM #CRM #DataQuality #B2B

?? Automation or Personalization : Why not BOTH? It's very easy to get caught up in the Automation vs Personalization debate, but that's one of the biggest mistakes you could make in modern GTM. Pure automation or pure personalization will hardly scratch the surface. After speaking with multiple CROs and CMOs, as well as frontline BDRs and marketers, here's what's become crystal clear - the magic happens when you blend both, but with a very specific focus! To see the best outcomes from outreach, one needs to have a very deliberate strategy around: 1?? Smart Automation - How do you handle the repetitive tasks without losing the human touch? 2?? Targeted Personalization - How do you ensure your messaging resonates with past champions who already know your value? ?? Getting this right is the difference between spray and pray outreach vs building meaningful connections that drive pipeline. At Boomerang, we've been lucky to work with amazing customers who've proven that personalized outreach to past champions, powered through automation, consistently delivers higher open and engagement rates. Super excited to exchange notes with anyone who's serious about / cracked the right blend of automated personalization in their outbound strategy ?? DISCLAIMER : This is not a real audio/video of Mr. Beast A.K.A Jimmy Donaldson, and he did not actually say the things you see in the video. They’re deep fakes made with AI #B2B #SalesEngagement #RevOps #GTM #Personalization #Automation P.S.: Motivational quote: Always stand out from the crowd like that one strand of hair on my head ??♂? ?? Happy weekend everyone!

Is your sales team refusing to engage with your #ABM program? As marketers, we often fall into the trap of overwhelming salespeople with numerous initiatives. Here are three things I see the best ABM teams do differently. 1???Go with an informed perspective on why sellers should work on a certain set of accounts (and not others). 2?? They ensure ABM/Field marketers/ICs collaborate directly with the sales team and make sure their actions are at the service of helping the seller break into or expand target accounts. 3???They have the most evolved human learning model to refine what's working and remove what's not. Ultimately, the most effective ABM teams emulate the mindset of enterprise sellers while leveraging marketing expertise. Share your experiences on how you're collaborating with your sales team to achieve ABM program goals in the comments below! #B2B #Champions #GTM #ABM #AccountBasedMarketing #ABX #ABS #BuyingGroups

Did you know that 30% of #DecisionMakers and #Influencers in your Buying Group probably aren’t even in your CRM???? It’s a surprising stat when you think about it. Most of us assume we know exactly who’s involved in a buying decision. “It’s the CMO, the CIO, maybe the CRO.” That’s the usual story, right? Not quite. ?? The reality is, buying decisions today involve way more people than we imagine. In fact, buying groups often include 5?? 0??+ job titles, esp in enterprise accounts : a mix of influencers, gatekeepers, and decision-makers. When we analyzed pipelines, we found that 3?? 0?? % of those critical decision-makers are completely missing from the CRM. They’re invisible. Unaccounted for. And let’s be honest if you don’t know they exist, you can’t engage with them. So, what happens next? Teams scramble. Sales and marketing start patching the gaps with time consuming, manual work. BDRs are jumping between tools, trying to find contacts, validate data, and track down the right emails and phone numbers. Marketers are stuck building outreach lists, constantly second-guessing, “Is this even accurate?” It’s all so… manual. And frankly, it shouldn’t be! The good news? It’s fixable. ?? ? This is something I’m deeply passionate about and I’d love to exchange notes with anyone who’s been successful in tackling contact coverage challenges or is seriously looking into solving this for their team. Curious about where the gaps might be in your pipeline? Let’s run a FREE PIPELINE LEAK DIAGNOSIS and uncover what’s missing and how you can fix it. Link in the first comment. #Marketing #Pipeline #ContactCoverage #CRM #DataQuality

Where do most #Pipeline programs break? ?? Last week, I spoke to a CMO who said she was missing her pipeline by $10M. Do you know what her solution was? "Let's just run more campaigns and get more leads!" Look, I get it. When you're behind on pipeline, the knee jerk reaction is always more campaigns and more leads. But here's what we found when we dug deeper: ?? 40% of their accounts had less than 5 contacts ?? 500 of their Tier-1 accounts had literally ZERO contacts mapped Think about this for a second... How can you expect your marketing programs to work when you're not even in front of the right people? And how can you get in front of them if they're not in your database to begin with? ??♂? Getting this right is the difference between meeting Q4 targets and constantly playing catch-up with more leads ?? We've seen this pattern way too many times now. If this sounds familiar and let's be honest, it probably does - sign up for a FREE PIPELINE LEAK DIAGNOSIS with Boomerang! Link in the first comment. Let's figure out where you're leaving money on the table! #B2B #RevOps #PipelineGeneration #CRM #DataHygiene

Are Customer Advocacy Programs set to fail? ?? "Our customer contact database is incomplete...I don't have an easy way to send an email to all the Director+ connections across our customers since that data doesn't exist in CRM... and as it ends always, customer advocacy programs end up focussing on database health vs actually identifying, marketing to, and engaging advocates. " To see the best outcomes from customer advocacy investments, one needs to have a very deliberate strategy around: 1???Have a systematic process to keep the customer contact database clean and up-to-date 2?? Define and execute a clear framework to engage every advocate across your customers - instead of just focusing on the top 100-200 champions 3?? Define and execute specific pipeline plays that can drive more upsells, cross-sells, rebounds, or referrals. Getting this right is the difference between sub-par customer advocacy programs vs actual revenue generated from customer advocacy programs. We at Boomerang work with several customer advocacy teams to help them go through this transformation. I'm excited to exchange notes with anyone who's been successful in, or seriously looking at, fixing their customer advocacy programs! #B2B #CustomerAdvocacy #Champions #GTM

Where do most #ABM programs break? ?? "Our ABM program is... hmmm... what I'd call 'aspiring', joked a CEO I happened to meet recently. They are doing $100M+ in ARR and spend about mid 6-figures on ABM, but the results are not impressive. It's alarming how many companies are on that boat! The single biggest challenge affecting your ABM ROI? It's classic 'Garbage In, Garbage Out.' And here's the concerning part - your contact database has multiple entry points: marketing teams, sales teams, BDRs - all adding contacts without any relevance checks. And in most companies, there's little to no system that helps ensure that these contacts are still accurate and relevant after a period of time! To see the best outcomes from ABM investments, one needs to have a very deliberate strategy around 1?? Contact Relevance - How do you ensure every contact in your database actually matters so that no ABM dollars are wasted on wrong people? 2?? Contact Database Completeness - How do you ensure that every single potential entry point in a key account is mapped into your CRM so that your ABM efforts don't miss a portion of the targetable audience? 3?? Contact Details Accuracy - How do you ensure that there's a systematic and periodic effort to delete / update any contact that's left job / moved from the seat, so that your ABM dollars are not wasted on "dead ends"? Getting this right is the difference between wasted ABM dollars vs actual pipeline generated, and we at Boomerang are excited to help our customers go through this shift. I'm excited to exchange notes with anyone who's been successful in, or seriously looking at, fixing their contact relevance challenges! #B2B #RevOps #MarTech #ABM #GTM