@bastiaanjanmaat

Account-Based ProspectingHow to Build an Outbound Sales Strategy in 60 Days

Bastiaan JanmaatCEO & Co-FounderDataFox

@bastiaanjanmaat

@bastiaanjanmaat

Good fit

Has pain

Has pain

Good fit

Outbound Inbound

*The Sales Acceleration Formula - Mark Roberge

@bastiaanjanmaat

@bastiaanjanmaat

@bastiaanjanmaat

Problem 1 Problem 2

Building an Outbound Strategy that Works1. Targeted account list2. In-your-face personalization3. Dashboards & incentives4. Account-based marketing

Building an Outbound Strategy that Works1. Targeted account list2. In-your-face personalization3. Dashboards & incentives4. Account-based marketing

@bastiaanjanmaat

@bastiaanjanmaat

2.4 activities per contact to get meeting

12.3 activities per account to get meeting

17% no-shows amongst lower-level contacts0% no-shows amongst C/VP-level contacts

Building an Outbound Strategy that Works1. Targeted account list2. In-your-face personalization3. Dashboards & incentives4. Account-based marketing

@bastiaanjanmaat

“Congrats on your Series A” ≠ Personalization

@bastiaanjanmaat

@bastiaanjanmaat

@bastiaanjanmaat

WTH is “in-your-face personalization?”

@bastiaanjanmaat

@bastiaanjanmaat

@bastiaanjanmaat

“No thanks” > no response

@bastiaanjanmaat

What to look for

No outreach without research.No follow-up without reason.

Building an Outbound Strategy that Works1. Targeted account list2. In-your-face personalization3. Dashboards & incentives4. Account-based marketing

@bastiaanjanmaat

Month Activity Volume Call Connects Meetings Booked

Month 1 844 38 20

Month 2 1,241 44 20

Month 3 1,009 60 20

Pick up the phone

@bastiaanjanmaat

Month Activity Volume Call Connects Meetings Booked

Month 1 844 38 20

Month 2 1,241 44 20

Month 3 1,009 60 20

Month 4 1,186 99 35

Month 4 vs 1-3 +15% +111% +75%

Pick up the phone

@bastiaanjanmaat

Building an Outbound Strategy that Works1. Targeted account list2. In-your-face personalization3. Dashboards & incentives4. Account-based marketing

@bastiaanjanmaat

@bastiaanjanmaat

@bastiaanjanmaat

Leadership dinners

Building an Outbound Strategy that Works1. Targeted account list2. In-your-face personalization3. Dashboards & incentives4. Account-based marketing

Expected results● 2-3x ACV● Improvement in pipeline velocity● Recognition / reputation● Future inbound deals

@bastiaanjanmaat

DataFox: built for Account-Based Prospecting

@bastiaanjanmaat

60+ proprietary signals on 1.3m companies

@bastiaanjanmaat

Thank you!

Bastiaan JanmaatCEO & Co-Founderwww.DataFox.com