EP. 86 - Creating Personalized Sales Experiences For Pipeline Acceleration w/ Tara Pawlak of Revenue Grid | Scrappy Playbooks

This is a podcast episode titled, EP. 86 - Creating Personalized Sales Experiences For Pipeline Acceleration w/ Tara Pawlak of Revenue Grid | Scrappy Playbooks. The summary for this episode is: <p>In this episode, host <a href="https://www.linkedin.com/in/masoncosby/" rel="noopener noreferrer" target="_blank">Mason Cosby</a> is joined by <a href="https://www.linkedin.com/in/tara-pawlak/" rel="noopener noreferrer" target="_blank">Tara Pawlak</a>, SVP of Marketing at Revenue Grid, to discuss a practical playbook for pipeline acceleration and enabling your sales team to create highly personalized experiences for best-fit potential customers.</p><p><br></p><p>=============================================</p><p><br></p><p><strong>Best Moments:</strong></p><p><br></p><p>(01:16) Tara explains her focus on pipeline acceleration and enabling the sales team to create highly personalized experiences for best-fit potential customers</p><p><br></p><p>(02:04) Emphasizing the importance of starting with highly engaged customers/prospects</p><p><br></p><p>(03:09) Figuring out the data: roles, personas, pains, challenges, and targeting the full buying committee</p><p><br></p><p>(04:03) Highlighting the importance of collaborating with sales from the beginning</p><p><br></p><p>(06:07) Core metric of success: engaged and highly qualified accounts leading to demos or meetings with the right stakeholders</p><p><br></p><p>(08:08) Building a map with sales and marketing ownership of different tactics, starting with marketing warming up the accounts</p><p><br></p><p>(10:23) Sales team taking over and nurturing the account towards an opportunity, sometimes with joint calls alongside marketing</p><p><br></p><p>(13:01) Using industry data, use cases, and customer stories to showcase their solution as a "need to have" for target accounts</p><p><br></p><p>(15:54) Curating third-party research and data to add credibility and validation to their messaging</p><p><br></p><p>(19:25) Challenge of personalization and multithreading taking longer than anticipated</p><p><br></p><p>(22:25) Building around 20 new opportunities within the first 90 days, an incredible result for not being a net new, cold outbound program</p><p><br></p><p>(25:49) Tara's advice: find a passionate, growth-minded partner on the sales side to collaborate with, even if it's not the sales leader</p><p><br></p><p>=============================================</p><p><br></p><p><strong>Guest Bio:</strong></p><p><br></p><p>Tara Pawlak is the SVP of Marketing at Revenue Grid, a revenue intelligence platform that enables sales teams to create highly personalized experiences for their best-fit potential customers.</p>