Unlock the secrets to driving revenue growth and optimizing the enterprise customer journey in the upcoming Game Changers webinar with Jennifer McAdams, CMO at Xactly. Discover actionable strategies to align revenue leaders, excel in ABM, and leverage intent data for personalized marketing at scale. Don’t miss this opportunity to gain cutting-edge insights and propel your organization forward.
In a captivating episode of Game Changers, Oana takes the audience through a fascinating conversation with Jennifer McAdams, the CMO of Xactly. McAdams impressively recounts her career trajectory, painting a vibrant picture of her rise from marketing roles within software companies to the zenith of leadership at Xactly.
Incredibly, Xactly employs their own product to streamline commission payments and forecasting. In revolutionizing their operations, they unleash the unrivaled power of AI to predict sales deals with astonishing precision. McAdams unveils the strategies deployed by Xactly to onboard customers. Some notable approaches involve enhancing website experiences, leveraging chat platforms, and crafting insightful podcasts and webinars.
McAdams places significant emphasis on Account-Based Marketing (ABM), a cornerstone of their customer acquisition recipe. It's within this context that they tap into the treasures of Zoominfo and Gainsight data, refining their focus on high-value prospect accounts through accurate account scoring. Moreover, she accentuates the integral role of sales-marketing synchronization within the leadership ecosystem, arguing that converging on shared goals is crucial for optimal performance.
Account-Based Marketing features as a central theme in their interaction, spotlighting the imperative of integrating sales and marketing efforts. They recommend the establishment of a shared account set, then methodically narrowing down potential targets to a curated top ten. Furthermore, she underlines the necessity of understanding the unique needs of each account, and tailor-making the messaging accordingly to address their specific pain points.
Selective targeting emerges as a significant point of discussion. The strategy of directing resources away from ill-fitted leads and focusing on rewarding prospects is given particular attention. McAdams further reveals a groundbreaking pod structure that Xactly has been experimenting with. Specialized teams comprising marketers, SDRs, AEs, and customer success representatives focus on a single product, collaborating to achieve common objectives.
Lastly, the perks of personalized events are touted. Integrating digital experiences with in-person encounters makes for a winning strategy that they endorse. The notion of 'big whale hunting' in the enterprise world is tabled - a metaphor for singling out larger, high-value accounts for a customized, impactful approach.
In sum, Jennifer McAdams, coming from Xactly, enlightens on the transformative power of Account-Based Marketing in this episode of Game Changers, revealing operational strategies, tactical experiments, and innovative solutions. Her insights offer invaluable guidance for organizations aiming to optimize their operations and marketing strategies.
‍
Fueling Innovation with 1st Party and Collaborative Data Strategies
The Shift to Signal-Based Selling: How Top Marketers Are Arming Sales Teams for Success
Uniting Revenue & Marketing Operations: Operational Excellence for GTM Efficiency
The Influence of B2C on B2B: Humanizing the B2B Buying Experience
Nailing your ICP to drive efficiency across global markets
Achieving brand differentiation through the power of value-driven content
Clari's Category Scorecard: The messaging, positioning, and content behind category creation
Beyond Inbound & Outbound: Embracing Allbound for Maximum Growth
The Truth Behind Intent Data: Breaking Myths and Exploring Unlikely Acquisition Channels
The Roadmap to Revenue: Building a World-Class Enterprise Revenue Organization
The top 6 strategies & tactics I leveraged to generate 10x more revenue at CoLab
The ABM evolution: Being intentional about intent & breaking free from overused ABM plays
Eliminating GTM Bloat: Harnessing AI to drive GTM velocity
The proven playbook for leveraging 1st party data to generate pipeline
Orchestrating growth: Nailing your GTM motion after an acquisition
Building a powerful brand that keeps you one step ahead of intent
Using account-focused GTM to increase funnel conversion by 2X
The Product-Led Sales strategy that turned Apollo.io into a $1.6 Billion company
How to create data-driven content that drives pipeline
The puffer fish technique: How to make your brand look bigger
The #1 mistake that every content marketer makes – and how to avoid it
The state of gated vs. ungated content with Jonathan, from the Juice
The Genesis of Surv-AI-vor: The playbook for hosting the ultimate B2B game show
AI & GTM strategies that will accelerate your impact in 2024
Winning the market: Mural's Enterprise GTM Strategy
CMO influence: How to get a seat at the table
PLG + Sales Motions: Can they coexist & how to build a marketing strategy for it?
How I leverage corporate gifting to elevate event and webinar engagement
Mastering marketing across different company stages: from early growth to scale ups
How I achieved a consistent 30% growth through content marketing and intent data.
Building powerful experiences to drive brand loyalty and revenue
Building an Experimentation Culture from PLG to Enterprise Motions
Mastering B2B Messaging: My Four-Step Framework to Convert Prospects
Does your Go-to-market strategy need a numbers detox?
Brand lifts all boats: Building a brand through trust
How to supercharge your website and build a personalized customer journey at scale
GTM with indirect channels: how I drive growth through strategic partnerships while maintaining brand integrity
The shift from paid to organic: How to achieve impressive growth organically
Content and nearbound - efficient marketing strategy that drives results in 2023
How an Apple-like experience built a $5 billion B2B SaaS business
Low-cost, agile, and AI-powered - growth strategy for the new era of marketing
Product-led marketing: strategies for driving growth in B2B SaaS
Marketing + Finance collaboration: how I built a stable foundation for profitable growth
AI, content, and evangelism - my resilient marketing strategy for all economic conditions
Small Teams, Big Leaps: A Playbook to Drive Growth Through Agility
Anyone can build a brand - here's how to turn it into a revenue driver
How I grew Refine Labs from 0 to 20MM through content strategy
From follower to influencer - harnessing the power of personal brands to drive business growth
Uncovering performance insights: my methodology for tracking performance across marketing channels
How I leverage marketing automation to qualify leads and drive sales efficiency
Create and capture demand: a playbook for B2B SaaS growth
Mastering ABM: How to successfully incorporate it into your marketing strategy
My winning strategy for engaging the modern buyer
Recession fuels innovation: how marketing can harness the power of economic downturns
Ecosystem-led growth: how I leverage partnerships to drive demand
How I leverage sales enablement to drive marketing efficiencies
How Everflow doubled their quality leads from Google Ads on the same budget
How to drive growth in a B2B2C company through personalized messaging unique UI
How to use your website to find untapped revenue opportunities
Walking a mile in customers’ shoes: how I built a customer-centric marketing engine
How dynamic channel marketing is replacing omni-channel
How to leverage creative marketing throughout the funnel
Advertising is dead - how to reach today's consumer
How we created a winning positioning that stands out in a crowded space
Lifecycle marketing: How UserPilot prevents customer churn
From manual to automated: how marketing can lead digital transformation
How we got crazy creative with our B2B Marketing
Tactics for scaling event marketing on a budget
How to disrupt an industry and build a global community
Event ROI - measuring beyond the cash flow
On stage and behind the scenes - how virtual events with thousands of attendees come to life
How I Built a Thriving Online Community from Scratch