2020 truly changed the world forever. And here at Demandbase, it’s no different. Across both the Marketing and Sales teams, we’ve had to pivot to become more efficient with less. We’ve had to learn new skills and change the way we work in order to confidently go into 2021 with peace of mind that we will hit our goals. In this webinar mini-series, we’ve put together quick tips and use cases on how we’ve been using Demandbase One in order to become more efficient even with limited resources. See how our Marketing Operations, Sales, and Demand Generation teams are hitting our goals all while keeping up productivity and freeing up some time for what really matters – like those all-important walks around the block! In part 3 of our series, Kevin Rooney, Senior Director of Sales Development, and Vin Matano, Account Executive, will walk through how they uses Demandbase One every day to: Minimize logistical work in consolidating insights, gaining more research time, and allowing for more quality outbound messaging. React faster to account and people interacting with Marketing programs with automatic task creation and campaign status changes. Create custom views and dashboards within CRM that incorporates Demandbase data for a snapshot understanding of the day’s priorities. See where his accounts are at in their buying journey and prioritize them by their likelihood of becoming an opportunity within the next 30 days.

1. As Easy as Demandbase One,
Two, Three: Quick Tips for SDRs
and Sales Reps
Vin Matano & Kevin Rooney
03/11/2021
Demandbase

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Introductions
Sr. Director, Sales Development
Kevin Rooney
Account Executive
Vin Matano

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✓ Why This is Important
✓ How to Prioritize Top Accounts
✓ Take Action Where You Live
✓ Real Life Example
3
Agenda

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Start here
Initial
research
Social
media
First website
visit
Competitive
site visits
Buying
committee
research
Social
network
Form fill/Hand-raise
/Demo request
Pipeline
Evaluation
Retain
Research additional
solutions
Customer
Unknown Known
The Buyer’s Journey Is More
Complex and More Anonymous
Not here
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How to Prioritize Accounts

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How Demandbase Prioritizes Accounts
Qualification Score =
The likelihood of ever
becoming a customer
(firmo, techno, historical data)
Pipeline Predict =
Highest propensity to
become an opportunity in
the next 30 days.
Journey Stages:
Where a company lies
in their unique buyers
journey (custom to your
business)
Engagement Min =
Point system for
specific levels of
engagement
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Salesforce Dashboard for SDRs

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Salesforce Dashboard for AEs

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New Sales Enablement Features
9
Delivery Channels
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Improved SFDC Package
that combines all Account,
People, and Activity
insights within a single view
Salesforce.com Chrome
New Chrome
Extension that offers
insights & actions,
anywhere!
Slack
Real-time
Web Engagement
Insights and Custom
Reports on Slack
All Account & People
Insights direct to
email inboxes,
Flexible scheduling
Email

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SFDC Package – Insights Inside CRM
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Single view of all marketing & sales
engagement across multiple categories at both
the account & person level
1. Timeline View
2. Intent
3. Highlights
4. Activities
5. Heatmap
6. Full Communication History
Users will also have the option to view the
information in a tabbed format (per image) or
the current layout with each visual component
individually laid out (requires more scrolling)
3
2 4 5 6
1

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Chrome Extension Example
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• Add through the Google Chrome Store
• Enable ‘show tab’ in options
• Once enabled, the Chrome extension should appear on any web page
you visit
• Get access to the important
Account, People, Activity, and
SFDC details without
monopolizing the screen!

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Email Insights
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• Weekly email sent directly
to sale reps for just their
target accounts
• All account and people
insights available in the
platform sent directly to
their inbox

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Slack Extension Example
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• Real-time web
engagement insights
and custom report
alerts directly to
Slack
• Treat these insights
like a form fill

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Real Life Example

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Gathering Intel
1. Journey Stage: MQA

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Gathering Intel
1. Journey Stage: MQA
2. Pipeline Predict: 99%

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Gathering Intel
1. Journey Stage: MQA
2. Pipeline Predict: 99%
3. Role Engagement: CX/VP

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Gathering Intel
1. Journey Stage: MQA
2. Pipeline Predict: 99%
3. Role Engagement: CX/VP
4. Top Intent Keyword:
Demand Gen

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Prospecting in LinkedIn Sales Navigator
1. Company Name
2. Keyword: “Demand
Gen”
3. Seniority level:
CX/VP
1. United States

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1:1 Email Example
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Multi-threaded Outreach
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MEETING BOOKED!

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Key Takeaways
● Use Demandbase One’s custom
scoring to prioritize and organize
accounts
● Understand insights in email,
Salesforce, Slack, and the
Chrome Extension
● Use personalization towards the
accounts with the highest scores
to drive meetings and closed
business

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Thank You
24
You’re the best!

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