Here’s a great best practice for accelerating your lead flow. MarketLauncher, Inc. has learned that leads who are requesting information or content are often acting under the direction of a more senior team member. We apply a strategic outbound approach to identify those senior team members and reach out to them directly. This results in securing a meeting with someone in a decision-making role. This is a great way to increase the ROI on your marketing-qualified leads! Anna Wilferth, one of ML’s Client Service Managers, has seen how effective this method has been for several ML clients and is looking at ways to achieve these same impressive results for others!
Meet Teresa S. Block. Teresa started with MarketLauncher, Inc. in 2013. She has won multiple awards and promotions since then and is currently a top-performing Sales Manager. One of Teresa’s strengths is recognizing the importance of finding a way to be highly relevant when initiating early engagement with prospects. She says, “Technology today gives us the ability to navigate organizations more than ever before, so that coupled with our research and storytelling capabilities has taken ML to a new level of strategic outbound sales and marketing.”
One of the greatest benefits of working remotely is work/life balance. MarketLauncher, Inc.'s “work from anywhere” culture allows us to enjoy adventures with family while staying connected and productive, no matter where in the world we are or what time zone we are in. Just ask Lara Stewart Triozzi. Learn more about ML's 100% remote workforce.
Meet MarketLauncher, Inc. Senior Sales Development Specialist Karen Leard. Karen joined ML in 2018. She is an avid traveler and has been to Italy SIX TIMES, as well as Spain, France, Israel, and Portugal. Karen says, “I love that I can travel anywhere in the world and have the tools I need to support my clients and colleagues. In my six years with ML, I can honestly say that location has never been an issue in performing my duties.” Learn more about Karen.
Research shows that the average salesperson only makes a couple of attempts to engage a lead. Since it takes many touchpoints to get to a meeting, that translates to missed opportunities. Strategic outbound marketing and multi-touch, omni-channel outreach and engagement are best practices that will get you in front of the right decision-makers and support a more predictable sales pipeline. Read MarketLauncher, Inc.'s blog for three tips on using a strategic outbound approach to engage successfully. While the ideas we share in this blog still hold true today, the order of touchpoints has shifted, with more being required upfront to engage busy executives. However, if you take a personalized approach and reach out with relevant, meaningful messaging, once you have made contact the additional touchpoints that are required to then convert your prospect to a meeting will decrease.
Happy 10th ML-iversary Jennifer Aldinger. Jennifer has extensive sales experience that has been a boon to MarketLauncher, Inc. and our clients for over a decade. She is also a leader, sharing that deep knowledge with her colleagues and helping them grow their sales expertise. Jennifer was promoted to Senior Sales Manager at the end of 2023 and has been instrumental in helping our team navigate the sales landscape that has been changing over the past year. She leads our team of talented Sales Development Specialists by helping them embrace new and innovative ways to continue to bring quality sales meetings to our clients. Thank you, Jennifer. Happy ML-iversary!
Our latest ML Achiever is Leslie LaChapelle. A lifelong Chicago Cubs and Chicago Bears fan, Leslie brings that same commitment and dedication to MarketLauncher, Inc. and our clients. She has been recognized and rewarded numerous times since joining us in 2015, and we look forward to more great things from her. Read our blog to learn more about Leslie and her favorite tips for being a prepared and successful Project Manager.
A heightened focus on research earlier in the lead cycle and the collection and sharing of that data will help you build a more predictable sales pipeline. Keeping your list clean and current should be an ongoing activity. People move around, companies reorganize, and new intel surfaces that can help you personalize your message. All that data from your engagement with prospects will strengthen the success of your outreach. Take time to capture it in your CRM so that the entire organization can benefit from the data. Read MarketLauncher, Inc.'s blog to learn how data and timely research makes for a more intelligent, relevant approach to outbound sales.
Once you've identified your prospective TAM, you must validate the contacts to turn that initial list into a sales advantage. Validation significantly improves future outcomes and has the added benefit of warming up leads. Many sales professionals assume that pulling a list from a reliable source is all that is required. However, research proves that as much as 30% of that intel is outdated; once we show how bad data hinders sales efforts, they see the value in taking that extra step to verify decision-makers. “The ML team going through all of the contacts and vetting to make sure we have a clean list is really appreciated. These lists have come from a bunch of different sources, and just because I say it's a good list doesn't mean it really is a good list. I just want to say how much this work is high value to us.” Happy MarketLauncher Client Read this blog for tips on how to build the best TAM ever!
Meet Jim Thomson. Jim joined MarketLauncher, Inc. in 2009 after retiring from a very successful career in a variety of senior banking roles with organizations like RBC (Royal Bank of Canada) and Eurobank PR. His expertise is a big reason why our Fintech client base and industry knowledge are so extensive. Seasoned sales professionals like Jim are one of ML's key differentiators. His 30+ years of experience bring tremendous value to ML and our clients, and our flexible “work from anywhere” culture perfectly fits his lifestyle. Jim says, “After retirement, I found myself with a lot of spare time. Unfortunately, you can’t play golf 24 hours a day, so I needed to funnel my extra available time into something constructive. ML is a perfect fit to use my years of experience in the financial industry while allowing me to pursue my favorite pastimes.”
