Automating the Way to $3.6 Million In New Revenue

Account-Based Marketing (ABM) | Sales-Support | Email | Prospecting Strategy

This B2B business development team had audacious goals but not enough hours in the day to achieve them. I helped the team strategize and build an automated customized email sequence that gave the perfect message to each target audience and scored their leads so they could see which were the hottest.

Skills & Deliverables

Wrote sales email templates
Created marketing collateral
Built Hubspot sales sequences
Managed analytics + optimization

RESULTS

Created a sales sequence email campaign that was crucial in winning $3.6 million in additional new revenue

Getting Attention

I helped reframe all of their messaging around the critical components that get leads' attention, including:

Unique pain point specific to the persona
Name-dropping peers and competitors to intrigue and build credibility
Showing powerful product-in-action use cases
Genuinely helpful industry advice and resources

I rewrote each template to focus on these factors and then helped the team build out a longer nurture cycle so they would continue to stay top-of-mind while still providing value to the prospect.

Building Trust

For this company, the most compelling thing we could provide was SHOWING the target audience how people like them were using the product and how it empowered them to do their jobs.

I worked closely with the team to figure out what kind of case studies, testimonials, and proof points they needed to be successful. Then, I interviewed targeted customers, built the collateral, and wrote sales templates that showcased the new compelling examples.

Practical Assets

The sales team also needed help with practical messaging, like better team bios for proposals and how to best communicate new renewal policies and loyalty incentives.

I worked with the sales reps to distill the key message that needed to be conveyed, then wrote the copy and created the collateral.