Using Account-Based Selling To Crush Your Sales Development KPIs

1. Using Account-Based Selling to Crush your Sales Development KP| s : i?: .Axcr000rnlsvaemtzjitxaIrma [I5I‘rl‘_=1r}j~‘_I«{5* _F*; Jj’~7:T‘I-: iTr! .l‘ ,1.

2. Oi V} . 3 / ,l& ‘ (1 ll , ,. ’ I 3 ‘ “ ‘*w"'l Jason Vargas Pouyan Salehi MD, Outbound Sales Co—founder & CEO @jasoncvargas @psa| ehi aiizxcmcxcnrnlsrssxacjitxaIlmg D_= I‘_r“_= I_r, .Ig_I, j»‘_= {5* _F*; Jj’; :TL: iE! .l( ,1.

3. ,': .»~-’/ '- "7. Account-biased selling ‘I j 5. / "' .4 (‘I ‘’. :"t' “:3 '/ > I éi, ‘:AciCi. C1t; IrIlE¥: l;i: xCl€i:1ll“l. rj§; ,J. [ I;1;r‘I;1rAj~f2ra*

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5. How it works Lots of research l( Personalized outreach t High touch Multiple channels #AccountBasedSe| |ing Datafilj/ Z@ N Persist| Q

6. F1 U’ W‘ Z W “L Research Upsens Tech support , Prospecting Renewals f‘ jg‘ 1:3,‘ Outreach New features (k I * RM . 1‘ Ii‘. . . I I. "~ C . A;. L_ _ New biz Adoption R, . i ". —_‘“x«; /.3 £. i.; _'4“'. —‘* M M List building Sales enablement , _,. Lead nurturing lvlir. Ii‘l<; =1'. It Q, #AccountBasedSe| |ing Data; ; I av Pe rsis'tIQ

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8. Everything rolls up to the account - Better lead routing - No duplicate outreach - Single POC for questions/ support - Easy transition for new hires - More visibility and control Source: Leandata. com #AccountBasedSe| |ing Datanyze av Pe r5ist| Q

9. More visibility and control Selling power: Which of my accounts contain inbound leads? Funnel visibility: Accounts to opps, NOT leads to opps Upsellsz Which of my customers have users on a free plan? .2‘. -'. .‘1.AXc. .r’C*I. §1t; IrIlEt: l;i: ICl€t: Ill"l. r’iQJ. [I_= I)i“_=1r. W_= {5* _F*; :j’;1Ti-ti EIJLI

10. Lgadpegan Edit Doloto Cc I-W5 0-"W 5 Bnan Birken [Change] SDR_PL Mike Chan N.1'no May Calcela VIP Tun Marxemg Programs Manager . -may Kony So= uuons Kony Souznons. Irc - H mm ompany Industry Computer Software #AccountBasedSe| |ing DBta. .7.i/ ' PersistlO.

11. I I You’ve got your accounts S S Q g «I ’ iI: ~- 1/ "I I ~ / I I" #AccountBasedSe| |ing Data; ; j 1 «V I39 rsis'tIQT T 'jIrI_ if)/ _l i. Aji'(iI‘. .f: . O A I H . .1

12. Step 1: Prioritize 1. Active/ recent opps 2. Inbound activity 3. Follow up tasks? 4. Untouched ii21A. IcICi. C1I; IrliEt: l§I: ICl€t: lIl”l. rjL§J. D_= I’_Ii‘_= I_r. .W_= {5’ _F*= :I’; :TL: iE! .lL1

13. Step 2: Research — public companies FINANCIAL r I Review Financial Data Filed with the SEC Description Date Filed 4» Size . / ﬁ ‘ ‘ I . ll / Vlfiuai Recon Jan 29. 2015 65»: 9 K5 A"n. ;a- Recon Feb 3 ZC14 662 c Ki Annual Recon Feb 1. 2013 "82 2 KB Browse Our Quarterly Earnings Reports for the Last3Years _ , _ , Testing new ways to make It easier to discover products and places #AccountBasedSe| |ing Datanyze / v Pe rsistIQ

14. Step 2: Research — private companies Startups Online Buzzsumo‘ I‘: . I ‘ at : Y . , _. ,__. _‘__1?: > HI. | I ' I VENTURESOURCE J. ..‘ / I T . _I now Iouss yr ’ i a: :.AIcIcIcItIIIIsI: I;«; xc: I:I; IInngi. [I, =I‘Ii'_=1rI}r:4aI _F*; :.I*; :TI. :I‘Tr: .l<3.

15. El myprospectcom I 90.62 3 S1 - 200 S 10- 50M lD°IflIUE7I Tags tpotentiai_prospect 062 T37 Datanyze Insider l’. ****‘V(m) ES GoogleAnalytics 'I5', I’i. “l‘ F» iii‘ Hubspot I'. f» I. .I( ~. _ "ll_l_'li: (I'IlI Ii - Less tabs - Better information - MORE TIME NewReIicI“. v »I ‘~~ II I II= I -: ‘.1 II l"Ir . :‘I CloudflareI- II Ii - ‘I -—I 1-»: Magentod- . '*: III Datanyzexv Insider Vimeo #AccountBasedSe| |ing Datalfpjl/ (Zr? /V Persistlfl

16. Step 3: Find decision makers Eric Gonzalez Linkedln Approach 1. Length of service A i 4; L3 i iii; “S ti 2. Profile completeness '. W « 3. Skills & endorsements Eric Gonzalez Senior Manager, Sa| esDev Glassdoor i-‘: '.‘IAc. vietcvt, §1t; IrIlE¥:1;«: xClr? i:1ll"I. t’iQJ. [I_= I‘; i‘_=1w~f: A{a’ _F*; :j’; iTL: iE: .lLJ

17. Top Slolls ['1 SaaS Fr Sales F’! Leadership F : Saleslorce com 3. lz. 'El. .[—L? _l'T‘. §'| F“ i'? .‘. K‘«'F-'. U.’; ’iI~‘l’~. n[]. |.~‘? :i‘I'1. . .’-‘. .2.E. Yi’M3"4L'i9TlI~‘uIE'1’«; i|E] u'iF". I'] T H ‘. C'. .W. '3.l7:'l Ptlcilip l_. <:f1(lt‘ = 'r«irr ‘R: ll_flL‘. tviiarrragrarrraril ism: -to g: rr= r«: r’ri‘| r j ‘ ztriiirv §i'; ’I: l<TﬁI'lff' = irrrft«i1r; i=irrr= Irr‘, ~:: iagl. €t= ,It= r;ri«: irrii= l.ri~f Ll r-rl unlit: Maxvtat, «‘ #AccountBasedSe| |ing E Experience Senior Manager, Sales Development Glassdoor October 2013 — Present (1 year 9 months) l Sausalrto, CA Glassdoor helps companies to adve s them and promote their employment brand. ir open positions in lront ol ideal candidates not aware oi Building a world class sales development organization, s hiring for SDRS and SDR team leads. Other positions held: Manager, Sales Development. I1/13 - 3/15 Senior Manager, Sales Development. 4/15 - pr nt Senior Account Executive, Glassdoorcom February 2012 — February 2014 (2 years 1 month) Sausaiiio. CA layer Solutions Glassdoor helps companies to advertise their open positions in lront of ideal candidates not aware ol them and promote their employment brand. Data. :4;r/ /' oruv Persis't| O.

18. Step 3: Find decision makers . ..~g.6" I , _ - _‘. i; r ‘y I. .. «J_2)‘f is Caitlin Richmond Business Development TinderBox s‘. -': ?rAi. tc. .rcrcri. rrrlsraemtztktxaIrma [I5Iri‘§1rN»‘; «{s* _F*; J.i’; iT‘I-rifriif ,1.

19. CXOs Looking for “next big thing” High—| eve| P&L Travel A LOT Weekends and evenings Phone/ tablet i - ‘LAX #AccountBasedSe| |ing Data / v Pe rsistIQ

20. VPs & Directors Oversee large teams Improve team performance Efficiency, scalability, output Solution focused #AccountBasedSe| |ing Data A’ Pe l'SlSt| Q

21. Managers ‘ - Hands on, in the weeds L - Project focused ~ - Potential power user - Buy in still important L is‘) l _I i O #Accountl3asedSe| |ing C Datarg Persis"c| O.

22. Hi. I’m Pouyan. pouyan@persistiq. com siiglggreié1L, Il‘I]Et; t§i:1<: Et= llilttgl I }_= I;t‘*_=1r", .l}»7_= rs’ . F’; :_’r'; :fi~: iTr: lQ.

23. PersistlQ Software to make outbound sales more effective. Smart Lead Management Outbound Campaigns Analytics l srraaercxurrraee= xr: r:raIhrg Eisitziréhersl . F*; :.r; :ii. :iTr: .lQ.

24. Costly Mistakes a Not following up ~ Generic messaging « Reaching out with the same message ~ Cold outbound after you’ve already connected srraaercmrriaezsracriraling _FI;1;t“;1,¢. tw: r5l , F’; r.’r’; {'I~: iE: .iQ.

25. V ‘ . ; f’ -. J . ._ L r A first irl L. A ’ ' l . ' ‘ 2 . ' ”r’@tiE: E-Ml§_i, l§f§Urt; li'lti“m a its t o _ rltsttmr scgjgntkt rm Q _/ ‘£5 ‘g [}5I; t§lr¢. l)-‘_n{s' . F’; rjr’; {t-ti it Q.

26. Why? - Not using the right technology - Relying too much on automation - Not investing enough time on strategy #AccountBasedSe| |ing Datanyze xv Pe rsistlQ

27. Example Target: Datanyze 6 Target Account 6 Target Contacts — Jason Vargas — Ben Sardella — llya Semin iiiéicieié1LItIlE¥il§i91<iEt= l|| 'IrL; l I )_= I)t“= 'lr". .l}6‘:45’ » . F’; J.i’; {l~fi Ell Q.

28. Plan Effectively 6 Who to target first? 6 Already connected to me? 6 Already connected to my colleagues? 6 Am I the right person to reach out? 6 History? ' ¥i21;e‘1CiGtC1.L. ItIiEt§tsi:1<iEt= llilttgl [}5I)f“Elr”}}6‘:45’ . F’§J. 'r’? i:lr~fi tiiﬂ.

29. Get Your Messaging Right Pain, Priorities, Motivations Role PPM Messaging — Revenue — Pipeline — Headcount Manager — Productivity — Onboarding Sales Development Rep — Quota — Effectiveness #AccountBasedSe| |ing Datanyze av Persi5tIQ

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31. Multiple Touchpoints Peri. SN] SUMMARV CONTACTED IEACHED 0 0 2 I PPM‘! - Surface W. '. 5 can 3 . PPM2-Opener wae 3 an-. #AccountBasedSe| |ing Datanyze 3.. M-, l., ... mm«. s:. -trr 2 I PPM! - Surface Wm! 5 um 3 - PPM2 - Opener Nil’! 3 x‘: -W‘. A I PPM2 ~Surface Wnrl 4 Guys 5 I PPM2 ~ Surface 2 0 A'Dd Touch rrrar . -NF: ‘M55 Eu, 1 I PPM! -Opener "Afro Lénlésj Reached Opened Replied 0 .01., I) . rv. i -3 cor. Reached Opened Replied 0 I} : n'»: - (1 rr, -M Datanyze N Persist| Q

32. Select Target Account Per5lst| Q ‘ LEADS O IMPORYS E YEMPLAYES O 1.V. ;‘LlVtlluq(JlJt-. ‘l54Sl'Q Lum - All Campaigns Datanyze Add Leads to Datanyze l. ".lL~—ui: J~— '1‘_“lLl, l: T < 7 > Email Status Emails First Last Company Sent ‘ lf'Tnl ‘rL: A._i'. 'I'i ‘. .'m, r,: -r m J , r: Sol 1 ; litll‘w‘. ’L' o ‘’_'-', l H»: L : m_H_m : r.rr. i.: ;». . 'l, ‘.'e'— r m». m u eel. » s, ::r: a. .2 ; ..7'l| -l4'l'y‘, 'F—‘ S N, ‘ . r;. ;,r. :;, r.. -,: lr. ,r, ~., ._- 3'1‘ 3 , l.; ar. ;v. 'l. "»'ri_1a~_. ;): rr—rr. ~,6;. _= rrl 1 l l #AccountBasedSe| |ing Datanyze av Pe rsistIQ

33. Select Target Contact Persistlo L LEADS 0 IMPORTS E. TEMPLATES O oouyamzgoocrssuq mm 7 All Campaigns Datanyze Leads to Datanyze lL= :J:1: -, v:- -: r:’. .:-; ! .56,-a‘ ‘ll l »'4M>‘l'll» P» "‘ ( ) 1‘ “my” Email Last Company Common Connection l . ~,‘a: :rlra! ln/ xi 5»-"l 7 []r: . l»'l, ‘5t- l‘»"llp (J. lrltegrsl o :3. ‘ l3("‘ 715IFr"', l'ZC‘ CC’-l ": 'a'l: v:ll:1 Da':1n‘~, ‘:rt i/ lnrl, m‘lrv: ;crl KM, ‘ , _, . , 1;‘}‘, i.D“l 6lC{J'rCv'l‘, l1C' corn ‘/ i.wqa~; D.7t. i»lyzL= Sean Sn: 1'' f—. « #AccountBasedSe| |ing Datanyze av Pe rsistIQ

34. Start Reaching Out PerslStlQ . '.u. :i; rs QlMl’Lll<|5 .3: l: ‘.il’LAl‘L§ . Data nyZe by pol. -yawcr; rnper5lst»r1 com ‘ifl " Ab'o. a.eAos: ' .1‘ ‘ - SUMMARY LEADS EMAILS SETTINGS CONTACTED REACNED OPENED REPLIED BDUNCED OPTED OUT 0 0 O O 0 0 : _‘I. l C'z. | ' _. t Wort 2 days Reached Opened Replied 2 I PPM1-Surface 0 PM 0 WM 0 ml Want 5 any: #AccountBasedSe| |i Datanyze

35. Add More Target Contacts Persistlo L LEADS 0 IIII RTS 2 TE MMMM ‘(ES 0 AllCamoalqns Datanyze Leads to Datanyze -4: #AccountBasedSe| |ing A Datanyze «V Pe rsist| Q

36. Don’t Stop

37. Mix It Up Email Linkedln Phone Ad Targeting In-Person Direct Mail Twitter #AccountBasedSe| |ing Datanyze av Pe rsistIQ

38. Persistence Wins Right Message + Right Time + Right Channel Get Creative! = ‘i: ‘rAit‘xcteitc§1iL. .IrIiEf; tsi: x<: l6t= ilhrL§l. [i}_= I’_ﬁ“: 'l/ ”}Zh‘:45’ f’§J. i’? i:lr~fi HQ.

39. Questions 7 #AccountBasedSe| |ing Datan}/ Z / v Pe r5ist| Q