Happy New Year folks! Before the Holiday break my last guest on The Corporate Data Show was the fabulous Scott Miller, who is the Founder, CEO, and as he calls it, “chief bottle washer and wire straightener,” at RampedUp Data Solutions..
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Happy Holidays and welcome back, folks! Last week on The Corporate Data Show, Eric Quanstrom, CMO of Cience, and I had a chat about Building Your B2B Brand.
So for anybody that lives under a rock, Cience is a company that combines people, product, and process to create product pipeline. Those are your four “P’s”, if you will. A lot of people think of Cience as an outbound or outsourced SDR service, and they also have a number of software products that they marry up with.
THE NAME OF THE GAME
Eric says, “The name of the game is to help our clients grow, and that's what we do!”
EMM tried this same track for a few years, I think we had eight folks doing it. We ate our own cooking over here as well, and it was a tough job. Especially if you have a niche market to keep being able to feed leads into the campaigns, and keep them rolling for long periods of time, a lot of companies fail. They all make a good earnest try, and then they're just like, “I’m hiring it out”. Cience has had luck however; they’ve grown their organization to north of 1200 folks, and on that journey they’ve helped a lot of businesses large and small.
Here at EMM, we’ve tried over-standardizing the process for training our own people and I like to think that, because we’re in the outbound business, we’re better than 98% of people at our whole package on outreach for outbound, inbound, follow up, and after lead care. If you miss one of those items, that’s what causes your results to be halfsies and that’s what drags your program.
Folks out there reading, Eric and I talked about brand building. And we actually talked about the podcast as an example of a soft demand metric. He comes on the show, we get some likes, we get some new traffic to the site, but then what? That’s all part of it, at least in our business, and Eric helped straighten this out because my business is a little dysfunctional; whose isn’t?
YOUR BRAND IS WHAT PEOPLE SAY ABOUT YOU WHEN YOU'RE NOT IN THE ROOM
What is B2B Brand Building? To EMM, in the sales and quota marketing world, that means you don't have to tie a lead quota to it. Nobody wants to be spinning their wheels, generating no demand and no eyeballs, so I was curious how Cience handles it. I can share my method because it is really simple: we take 20% of the budget and we allow it to go to things we can’t attribute.
Eric’s method sounded way better:
Hey everyone, Rick here back with another podcast episode that I’m dyin’ to tell you about! This time I was joined by Barry Gold and Mike Valant from Think Data Group talking about Big Data. These guys have over 80 years of combined experience in the industry, and they dropped a wealth of knowledge on us.
Not too long ago, I sat down on the Corporate Data Show to discuss CRMs and CDPs with Alex Yoder of Leadspace. While CRMs are very familiar to anyone who has worked in the B2B data and sales or outbound marketing world, CDPs are a somewhat new concept, only showing up on a noticeable scale about 8 years ago in 2013.
Most people know what the C-suite is. Even if they’ve never been involved in a business that has one, the average person knows that people with titles like CEO, CMO, COO, or any of the other C-something-somethings are probably pretty important. They are the chiefs, after all.
Last week on the Corporate Data Show, we set all the technical jargon and acronyms aside and discussed something a little easier to explain but even harder to attain: company culture. Our CEO, Rick Holmes, sat down on zoom with Gil Allouche of Metadata.io to talk the ins and outs of culture: Why is it so important? Where do a lot of companies go wrong? How can you perfect yours?
Hello again EMM readers. We’re here to tell you about linking B2B email to B2C email with EMM’s product, Linkkey™! First things first, you may have questions in regards to why any organization would want to match a business email to a consumer email.
Since you’re reading this blog post, we assume you appreciate good content. And since you appreciate good content, we assume you listened to the latest episode of the Corporate Data Show. If you haven’t, stop what you’re doing, even if it’s an “important” meeting with your boss, and go listen to it. We sat down with Jason Yarborough of Terminus, an expert in all things account-based marketing, and discussed the beauty of ABM.
If you tuned in to the last episode of the Corporate Data Show, your ears were hit with some real golden nuggets of knowledge as we sat down with Jeroen Corthout of Salesflare to discuss customer relationship management and the software that can improve it. If you didn’t tune in, you’re just going to have to spend the rest of your days knowing you missed out on some of the best content we’ve ever put out there. (Just kidding, it’s still up and the topic is still just as hot.)