2024 Slides: Sales Productivity: A Deep Dive into Daily Success

Slides from the Demandbase customer lab on Sales Productivity

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A Deep Dive into Daily
Success
Kevin Rooney
Sr. Director, Sales Development, Demandbase

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●Introduction
●Using Demandbase ABX for Sales
●Win Story!

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Kevin has been part of the SDR team at Demandbase
for 8+ years. He started as an SDR and has first hand
knowledge on how to best utilize an account-based
selling strategy. He and his team are customer 0 and
utilize Demandbase in their day to day to drive
pipeline based on the insights they see.

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SALES & MARKETING
ALIGNMENT
How engaged & aware are my
teams accounts
WEEKLY FOCUS
Which Accounts & Contacts
should I be Focused on this
Week?
OUTBOUND ALIGNMENT
Aligning with team on where
to focus time & energy,
constantly communicating

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Demo
Requests
Other Inbound
Leads
Known
Website Visits
Anonymous
Website Visits
Intent
Known Anonymous
~10% of Site Traffic ~90% of Site Traffic Off-Site
A Wider Spectrum for Prioritization + Personalization

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PIPELINE PREDICT
SCORE
Highest propensity to
become an opportunity
in the next 30 days
ENGAGEMENT
SCORING
Assigned point system
for specific levels of
engagement
QUALIFICATION
SCORE
The likelihood of ever
becoming a customer
JOURNEY
STAGES
Specific junctions in
the buying cycle

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Make it Easy with workflows designed to deliver insights in the channels you live in

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Multiple engaged people, on the verge of being an opportunity MQA
PP >70
High Value Pages
Competitive Intent
High Value Keywords
C/L Re-engaged
Engaged AE Top 30
All Page Visits This Week
Inquiries by Persona
High predictive score w/ multiple signals, highly likely to be an opp
Case study, product pages, how to guides, etc. strong indicators of interest
Potential eval, don’t let competition be first. Individual reports for each
competitor
Keywords you would pay top dollar for SEO. DB = ABX, Advertising,
Predictive, GTM
Closed lost > 90 days that are re-engaging
1:Few accounts hand selected by sales that are in engaged journey stage
All other pages views this week, organized by persona and engagement
minutes
All other marketing inquiries sorted by persona and engagement minutes

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●Set-up daily email digest
●Include fields to stack rank
list like account, contact,
title, account priority tier,
engagement minutes, etc.
●Utilize a sales touch filter
to create “zero out” lists →
show me all accounts that
haven’t been touched this
week

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●Easy access
company level
details
●Company news,
intent, and common
connections
●Industry section
shares challenges,
trends and even
discovery call
questions

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●Easy access to the
most recent
engagement
●Hover over timeline
to dive understand
if the activity was
known
●Deep dive into
intent and specific
known & unknown
activities

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●Understand intent
being researched
●Prioritize intent that
is the most
important to you
●Create keyword
sets for different
product types, BUs,
segments, etc.

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●Understand intent
being researched
●Prioritize intent that
is the most
important to you
●Create keyword
sets for different
product types, BUs,
segments, etc.

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●Search based on
title, function, level,
location
●Sort for confirmed
email + phone
numbers
●Find connections
within your internal
network

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1.Journey Stage - MQA

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1.Journey Stage - MQA
2.Pipeline Predict - Highly
Likely

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1.Journey Stage - MQA
2.Pipeline Predict - Highly
Likely
3.Role Engagement - CX/VP

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1.Company Name
2.Keyword: “Demand Gen”
3.Seniority Level: CX/VP
4.United States

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