"Targeting the Big Guys: Account Based Sales Development" at SaaStr Annual 2016

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Lars Nilsson, sales veteran and VP Global Inside Sales at Cloudera, shares insights into the relatively new approach of account based sales development at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com

LARS NILSSON
VP, GLOBAL INSIDE SALES / CLOUDERA
@LarsNilsson65

HOW TO ABSD
•Identify your Target Account List (TAM) and enter in CRM
•SDR is the campaign quarterback
•Build contact list
•source buyer personas/relevant titles
•Consolidate lead and contact objects in a single view
•Build Hyper-Personalized sequence email content
•Google alerts, D.Org triggers, LI Sales Navigator, AE’s/Partners, SME’s
•Develop sequence framework (we do 3 or 4)
•Time of day / Day of week / Length of Interval
•Active phone and email follow up campaign after completed
•Set it and forget it and watch what happens!

AN ABSD TECHNOLOGY STACK
•CRM (SFDC)
•Lead Conversion Engine
•Email Sequencing Platform
•Contact Sourcing Database
•Dialer (CTI)

20 YEAR ADVANCE IN CRM—MASS & AUTO CONVERT

ANATOMY OF AN ABSD CAMPAIGN: THE 3-DRIP EMAIL SEQUENCE

2ND EMAIL IN SEQUENCE: MORE UC’S SPECIFIC TO INDUSTRY

3RD EMAIL IN THE SEQUENCE: THE “HAIL MARY”

WHAT LED CLOUDERA TO ABSD
Director, Data Architecture
Hi Marcus,
I apologize for the late response, but this sounds very interesting and  
would like to ﬁnd out more. Can you schedule some time with myself  
and my team in the next week? Next Wednesday looks pretty open  
if you want to set some time up. Thanks.
SVP Finance & Chief Accounting Oﬃcer
Marcus—I have copied Chris H. on this note. Chris is our VP of Credit Risk
Management and is responsible for the use of signiﬁcant data sources to
help us move our products and services into the market. It would be good
to understand what your team is doing with --------- and how you might
assist with credit analytics area. Please work with Chris to get something
on the calendar.

ABSD INTO GREENFIELD ACCOUNT (4 BANGER)
•10x industry
standard email  
open & resp.rates
•7 Qualified meetings
leading to $225k  
in pipeline.

ABSD—CUSTOMER ACCOUNT CLEAN+EXPANSION
12 Qualiﬁed
meetings. $348K
in pipeline add +  
a new division.
SFDC hygiene.

SDRs are the most efficient channel for predictable B2B pipeline generation, but successfully scaling a team isn't easy. This session will cover the pillars of effectively recruiting, training, aligning, and empowering SDRs from the early stages of revenue through a global operation. Lars Nilsson has designed and built 25+ SDR operations at B2B SaaS software companies, and currently leads Snowflake's 200+ SDRs. Come have a listen to what all the buzz in SDR-Land is about!

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一比一原版(毕业证)一桥大学毕业证如何办理

taqyea

学历认证补办【微信：A575476】【(毕业证)一桥大学毕业证成绩单offer】【微信：A575476】（留信学历认证永久存档查询）采用学校原版纸张、特殊工艺完全按照原版一比一制作（包括：隐形水印，阴影底纹，钢印LOGO烫金烫银，LOGO烫金烫银复合重叠，文字图案浮雕，激光镭射，紫外荧光，温感，复印防伪）行业标杆！精益求精，诚心合作，真诚制作！多年品质 ,按需精细制作，24小时接单,全套进口原装设备，十五年致力于帮助留学生解决难题，业务范围有加拿大、英国、澳洲、韩国、美国、新加坡，新西兰等学历材料，包您满意。【业务选择办理准则】一、工作未确定，回国需先给父母、亲戚朋友看下文凭的情况，办理一份就读学校的毕业证【微信：A575476】文凭即可二、回国进私企、外企、自己做生意的情况，这些单位是不查询毕业证真伪的，而且国内没有渠道去查询国外文凭的真假，也不需要提供真实教育部认证。鉴于此，办理一份毕业证【微信：A575476】即可三、进国企，银行，事业单位，考公务员等等，这些单位是必需要提供真实教育部认证的，办理教育部认证所需资料众多且烦琐，所有材料您都必须提供原件，我们凭借丰富的经验，快捷的绿色通道帮您快速整合材料，让您少走弯路。留信网认证的作用: 1:该专业认证可证明留学生真实身份【微信：A575476】 2:同时对留学生所学专业登记给予评定 3:国家专业人才认证中心颁发入库证书 4:这个认证书并且可以归档倒地方 5:凡事获得留信网入网的信息将会逐步更新到个人身份内，将在公安局网内查询个人身份证信息后，同步读取人才网入库信息 6:个人职称评审加20分 7:个人信誉贷款加10分 8:在国家人才网主办的国家网络招聘大会中纳入资料，供国家高端企业选择人才 → 【关于价格问题（保证一手价格）我们所定的价格是非常合理的，而且我们现在做得单子大多数都是代理和回头客户介绍的所以一般现在有新的单子我给客户的都是第一手的代理价格，因为我想坦诚对待大家不想跟大家在价格方面浪费时间对于老客户或者被老客户介绍过来的朋友，我们都会适当给一些优惠。选择实体注册公司办理，更放心，更安全！我们的承诺：可来公司面谈，可签订合同，会陪同客户一起到教育部认证窗口递交认证材料，客户在教育部官方认证查询网站查询到认证通过结果后付款，不成功不收费！办理(毕业证)一桥大学毕业证【微信：A575476】外观非常精致，由特殊纸质材料制成，上面印有校徽、校名、毕业生姓名、专业等信息。办理(毕业证)一桥大学毕业证【微信：A575476】格式相对统一，各专业都有相应的模板。通常包括以下部分：校徽：象征着学校的荣誉和传承。校名:学校英文全称授予学位：本部分将注明获得的具体学位名称。毕业生姓名：这是最重要的信息之一，标志着该证书是由特定人员获得的。颁发日期：这是毕业正式生效的时间，也代表着毕业生学业的结束。其他信息：根据不同的专业和学位，可能会有一些特定的信息或章节。办理(毕业证)一桥大学毕业证【微信：A575476】价值很高，需要妥善保管。一般来说，应放置在安全、干燥、防潮的地方，避免长时间暴露在阳光下。如需使用，最好使用复印件而不是原件，以免丢失。综上所述，办理(毕业证)一桥大学毕业证【微信：A575476 】是证明身份和学历的高价值文件。外观简单庄重，格式统一，包括重要的个人信息和发布日期。对持有人来说，妥善保管是非常重要的。

It takes all kinds of AI and Humans to make Good Business Decision

Denis Gagné

In today’s rapidly evolving markets, the integration of human insight with advanced AI technologies is crucial for making sophisticated, timely decisions. This presentation delves into how businesses in regulated industries such as finance, healthcare, and government can leverage AI to balance mission-critical risks with profitability, ensure compliance, and maintain necessary transparency. We'll explore strategic, tactical, and operational decisions across various scenarios, demonstrating the power of AI to augment human decision-making processes, thus optimizing outcomes. Whether you are looking to enhance your existing protocols or build new frameworks, this webinar will equip you with the insights and tools to advance your decision-making capabilities.

NewBase 20 June 2024 Energy News issue - 1731 by Khaled Al Awadi_compressed.pdf

Khaled Al Awadi

Greetings, Hawk Energy is pleased to present you with the latest energy news NewBase 20 June 2024 Energy News issue - 1731 by Khaled Al Awadi Regards. Founder & S.Editor - NewBase Energy Khaled M Al Awadi, Energy Consultant MS & BS Mechanical Engineering (HON), USAGreetings, Hawk Energy is pleased to present you with the latest energy news NewBase 20 June 2024 Energy News issue - 1731 by Khaled Al Awadi Regards. Founder & S.Editor - NewBase Energy Khaled M Al Awadi, Energy Consultant MS & BS Mechanical Engineering (HON), USAGreetings, Hawk Energy is pleased to present you with the latest energy news NewBase 20 June 2024 Energy News issue - 1731 by Khaled Al Awadi Regards. Founder & S.Editor - NewBase Energy Khaled M Al Awadi, Energy Consultant MS & BS Mechanical Engineering (HON), USAGreetings, Hawk Energy is pleased to present you with the latest energy news NewBase 20 June 2024 Energy News issue - 1731 by Khaled Al Awadi Regards. Founder & S.Editor - NewBase Energy Khaled M Al Awadi, Energy Consultant MS & BS Mechanical Engineering (HON), USAGreetings, Hawk Energy is pleased to present you with the latest energy news NewBase 20 June 2024 Energy News issue - 1731 by Khaled Al Awadi Regards. Founder & S.Editor - NewBase Energy Khaled M Al Awadi, Energy Consultant MS & BS Mechanical Engineering (HON), USAGreetings, Hawk Energy is pleased to present you with the latest energy news NewBase 20 June 2024 Energy News issue - 1731 by Khaled Al Awadi Regards. Founder & S.Editor - NewBase Energy Khaled M Al Awadi, Energy Consultant MS & BS Mechanical Engineering (HON), USA

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一比一原版(毕业证)一桥大学毕业证如何办理

It takes all kinds of AI and Humans to make Good Business Decision

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"Targeting the Big Guys: Account Based Sales Development" at SaaStr Annual 2016

1. LARS NILSSON VP, GLOBAL INSIDE SALES / CLOUDERA @LarsNilsson65

2. HOW TO ABSD •Identify your Target Account List (TAM) and enter in CRM •SDR is the campaign quarterback •Build contact list •source buyer personas/relevant titles •Consolidate lead and contact objects in a single view •Build Hyper-Personalized sequence email content •Google alerts, D.Org triggers, LI Sales Navigator, AE’s/Partners, SME’s •Develop sequence framework (we do 3 or 4) •Time of day / Day of week / Length of Interval •Active phone and email follow up campaign after completed •Set it and forget it and watch what happens!

3. AN ABSD TECHNOLOGY STACK •CRM (SFDC) •Lead Conversion Engine •Email Sequencing Platform •Contact Sourcing Database •Dialer (CTI)

4. 20 YEAR ADVANCE IN CRM—MASS & AUTO CONVERT

5. ANATOMY OF AN ABSD CAMPAIGN: THE 3-DRIP EMAIL SEQUENCE

6. 1ST EMAIL OF 1ST SEQUENCE WE RAN...

7. 2ND EMAIL IN SEQUENCE: MORE UC’S SPECIFIC TO INDUSTRY

8. 3RD EMAIL IN THE SEQUENCE: THE “HAIL MARY”

9. WHAT LED CLOUDERA TO ABSD Director, Data Architecture Hi Marcus, I apologize for the late response, but this sounds very interesting and   would like to find out more. Can you schedule some time with myself   and my team in the next week? Next Wednesday looks pretty open   if you want to set some time up. Thanks. SVP Finance & Chief Accounting Officer Marcus—I have copied Chris H. on this note. Chris is our VP of Credit Risk Management and is responsible for the use of significant data sources to help us move our products and services into the market. It would be good to understand what your team is doing with --------- and how you might assist with credit analytics area. Please work with Chris to get something on the calendar.

10. ABSD INTO GREENFIELD ACCOUNT (4 BANGER) •10x industry standard email   open & resp.rates •7 Qualified meetings leading to $225k   in pipeline.

11. ABSD—CUSTOMER ACCOUNT CLEAN+EXPANSION 12 Qualiﬁed meetings. $348K in pipeline add +   a new division. SFDC hygiene.

12. DOUBLE DIGIT OPEN & REPLY RATES

13. ABSD RESULTS

14. MORE ON ABSD

15. THANK YOU

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