Metrics4ABM™ Measuring Account-Based Marketing

©2017 SalesTalk

Table of Contents

Overview of Account-Based Marketing 1

Delivery Vehicle for Sales Acceleration 1

Metrics for Account-Based Marketing 2

Measuring Engagement 2

Maximize Every Opportunity 3

Report Features 3

Take a Test Drive 4

Account Engagement Report 5

Account Detail Report 6

Sales Rep Talking Points Report 7

Sales Rep Summary Report 8

Aggregate Sales Team Engagement Report 9

©2017 SalesTalk

Overview of Account-Based Marketing

Aligning your Sales and Marketing is imperative in today’s world where buyers

have more knowledge than ever, and have infinite resources at their fingertips

to evaluate and influence buying decisions and behaviors. If you are engaged in

Account-Based Marketing, you know first-hand and recognize the high-risk,

high-reward strategy… Bigger sales, longer sales cycles, and more people to both influence a

purchase or reject it.

When engaging in Account-Based Marketing initiatives, it is critical that you understand the

context of the account relationship in order to strategize and implement how to interact with

any or all prospects that pass through your Sales Rep's viewfinder. So, here is a serious

question for you.... How do you know for sure that your ABM strategy and the "customer

engagement" touch points that you desire are adequate, being deployed effectively, and are

being optimized for maximum revenue results?

The answer, unfortunately, has been elusive at best. Most ABM industry "thought

leaders" express the importance of tracking and measuring the aggregate levels of

engagement across key accounts. But few, if any, have developed a way to

accurately measure ABM success. That is, until now...

SalesTalk™, with its Metrics4ABM™ feature, is the only sales acceleration tool available today

that (1) precisely and quantifiably measures the exact amount of time that Sales Reps spend

on "Engagement", (2) tracks the digital behaviors of your prospects, and (3) accurately

determines a prospect's Propensity-to-Buy, thus enabling you to lead your team toward

enhanced sales momentum and focus. Rather than “best guess” ABM success by “estimating”

results and outcomes, start quantifiably measuring your Account-Based Marketing success!

With unrivaled visibility into the usage and effectiveness of Account-Based Marketing, our

Metrics4ABM™ feature gives unprecedented access into deep insights on how well Account-

Based Marketing initiatives are performing… making your coaching, consulting, ROI, and

training more effective, more valuable, and more enduring than ever before.

Delivery Vehicle for Sales Acceleration

SalesTalk™ is a sales acceleration tool that increases the performance and

productivity of sales teams, coaches, and those that create messaging.

SalesTalk™ uniquely and seamlessly integrates a sales rep’s work flows to

improve their effectiveness, providing the tools to make their prospective

customer engagements effective, intelligent and relevant. In addition, SalesTalk™ provides

sales reps and sales management with the information needed to effectively implement and ©2017 SalesTalk

monitor sales processes to ensure that sales and marketing tools are put at the sales reps

fingertips instantly while selling in a fast-paced world.

SalesTalk™ provides the “know it all” details to your Sales Reps when they are

engaged with a prospect. It provides the “Talking Points” that enable them to

communicate relevant, timely and specific information, increasing the likelihood

of sales acceleration. The system provides one-click tools that automate follow-

up actions while documenting all actions taken to develop the prospect’s “buying journey”

during each phase of the sales process – providing a valuable, knowledge repository for both

reps and managers. The Email Messaging feature provides a consistent and easy way for reps

to follow-up on their calls by using the messaging that their Marketing team provides. This

feature provides sales reps with alerts when messages are acted on by tracking prospects’

digital behaviors, and provides sales and marketing management a single and chronological list

of actions and messages that have been sent, received, and clicked.

Metrics for Account Based Marketing

By separating the sales process into discrete action steps, SalesTalk’s Playbooks make it possible and easy to track and measure the effort and resources being invested in Account Based Marketing. With the fact-based insights that Metrics4ABM™ provides, Sales and Marketing Managers can know that:

✓ Sales teams are following the Sales Account plan. ✓ Touchpoints become conversations that matter. ✓ Conversations are with the right people at the right time. ✓ Sales activities and Account Engagement are measurable!

Measuring Engagement

Gathering, combining, and reviewing analytics from sales acceleration and

marketing efforts at individual accounts gives you the insights into the

effectiveness of specific sales and marketing behaviors, as you can associate

account results with patterns of behavior. ABM reports give you the real insights

you need to fine-tune your ABM strategies and to adjust specific account plans based upon

what is working and what is not. From individual sales rep activity to team performance, ABM

Reports provide all of the analytics and fact-based metrics needed to achieve sales excellence

throughout your organization.

©2017 SalesTalk

Maximize Every Opportunity

With Metrics4ABM™, you can finally stop the guesswork. Metrics4ABM™ helps

you break down your marketing and sales processes into discrete, measurable,

action steps. Metrics4ABM™ reports capture and analyze details like the actual

time spent on specific tasks and get real insights on how and when specific

marketing and sales tools like call guides, forms, data sheets, whitepapers and other content

are used. More importantly, you can also log customer responses via opens, clicks, pageviews

or downloads, and thereby quantifiably measure that most elusive quality… effectiveness of

the marketing or sales asset. Playbooks create an easy to use call flow that guides sales reps

to deliver the right message to the right person at the right time and automatically captures

the time spent on it. Playbooks also make it easy for sales reps to remember and complete all

the right follow-up steps to make sure every opportunity gets all the attention it deserves.

Metrics4ABM™ is easy to use and helps sales reps achieve more results in less

time. Because of this, we are confident that your Sales Reps will love it. Even

better… you will love it. The comprehensive analysis of your pipeline is a big help

in giving accurate forecast to senior management, and it gives you real insight into

the effectiveness of your sales and ABM efforts.

Report Features

Metrics4ABMTM Reports address essential elements of Account Based Marketing:

• Engagement with the Account

• Key Account Coverage - Are you reaching the right people at the right time?

• Execution of Account Plan – Sales Best Practices and Processes • Sales Interactions - Summary and Detailed Reports by Rep and Team

While all the ABM reports have a unique focus, they share some common features:

Date Range Selection for Relevance – data you can see, not a sea of data. Column Sorting - allows you to group the information the way you want. Sales & Marketing insights –Are you engaged with the right decision maker? Column Filtering - select relevant information for sales coaching insights Export to Excel - allows for custom analysis of selected data for your business.

©2017 SalesTalk

The primary reports used for Account-Based Marketing are:

1. Account Engagement Report 2. Account Detail Report 3. Sales Rep Talking Points 4. Sales Rep Summary Report 5. Aggregate Sales Team Engagement Report

Take a Test Drive!

Schedule a 30-minute demo and try Metrics4ABMTM FREE for 60-days. Our free

trial comes with customizable Sales Playbooks and sample Lead Records to get

you started. From there, it is a simple “cut and paste” to load your own sales

playbook content.

If after 60 days, you’re not seeing improved performance, you’ve at least gained insight into

what’s working and what’s not, and how to replicate best practices across your team. If you

find, however, that Metrics4ABM™ is invaluable for your business, then secure a license for

your team and start reaping the benefits! We will assist you with the integration into your

existing CRM, as easy as 1-2-3. We can help you tailor your Playbooks and provide you with

additional Sales Playbook sample content that you can use as a guide to build your own.

Give us 30 minutes for a demo and to set up your free trial – you will be glad you did.

To schedule a demo or to discuss how SalesTalk™ and Metrics4ABM™ can accelerate your

business growth, please contact:

Paul Clewell Executive Vice President SalesTalk Technologies™ Main (480) 282 - 8400 Direct (678) 595 - 0039 paul.clewell@getsalestalk.com www.getsalestalk.com

ABM reports and their descriptions can be found on the following pages…

©2017 SalesTalk

1 Account Engagement Report (Detailed View of the Sales Process Being Followed)

Sales Managers can verify that the Sales Process is being followed for the selected account and

can replicate best practices across their teams

©2017 SalesTalk

2 Account Detail Report (Detail Story-So-Far of Interactions with Account)

This report shows the detailed interactions for the selected time period for the

selected Account. Sales Managers can see who (which rep) is interacting with

each Contact, what was discussed, and how much time has been spent with this

Contact, rolled up into the total Sales Rep time invested in this account.

©2017 SalesTalk

3 Sales Rep Talking Points (Actual Sales Processes Being Followed)

Sales Managers can see if Reps are following the recommended sales strategies.

The metrics in this report give the Sales Manager an objective view of the

activities that are producing results so that these approaches can be shared with

the entire sales team.

©2017 SalesTalk

4 Sales Rep Summary Report (Who, with Whom, When, For How Long)

A clear and insightful view off all the sales activity on your key accounts

Sales Managers can quickly see how their Sales Reps are balancing their time

between all the Contacts at their assigned Accounts, i.e. are they spending too

much time on a few accounts and ignoring others.

©2017 SalesTalk

5 Aggregate Sales Team Engagement Report (Sales Activities - How Often,

How Recently, for How Long)

This report is the “Big Picture” of the sales activity at the selected account. Sales

Managers can see at a glance if the targeted accounts are getting the timely

attention that will close the deal.

©2017 SalesTalk