Chief Marketing Officer | Certified Sales Leader & Project Manager
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$1.1M ABM Program Management
Project Type
Marketing and Advertising Campaigns
Date
2021
Project Activity
Account-Based Marketing (ABM), Program Management
Technical Expertise
DemandBase, Sendoso, Postal.IO, ZoomInfo, Zoom Webinar
Project Impact
Led ABM initiatives, resulting in $1.1M through strategic management, sales training and BDR programs, with standout achievements including securing 30 high-target webinar attendees and implementing a Sendoso program generating $250K opportunities, while expanding target accounts and improving sales tracking.
CHALLENGE: In my role overseeing Account-Based Marketing (ABM), I encountered the challenge of driving substantial results while effectively managing program direction and budget allocation.
APPROACH: To address this challenge, I adopted a proactive approach, focusing on the strategic development and execution of ABM programs. I recognized the need for scalability and integration of outsourced resources to augment our efforts.
STRATEGY: To support these endeavors, I expanded our target account list by incorporating additional regions and tiers, enriching our database with crucial contacts through collaboration with a data research agency. Furthermore, the development of comprehensive sales dashboards facilitated effective tracking and reporting, enabling informed decision-making and agile strategy adjustments.
RESULTS: My direct involvement in crafting and implementing ABM initiatives led to tangible outcomes, including $140k in revenue and $875k in qualified pipeline. Additionally, I spearheaded the integration of an outsourced Business Development Representative (BDR) program, generating an extra $350k in opportunities and $50k in revenue. Moreover, the swift success of a Sendoso gifting program, yielding $250k in opportunities within three months, underscored the effectiveness of personalized engagement strategies.
EXECUTIVE LEADERSHIP: My tenure in this role exemplified a blend of strategic oversight and hands-on implementation, driving significant revenue and pipeline growth through ABM initiatives. These achievements demonstrate my capacity to manage complex programs from inception to execution, leveraging external partnerships and innovative technologies to surpass program goals.
