Welcome to the inspir’em newsletter

In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs or putting the structures in place to grow and maximise your revenue.

This series focuses on Strategic Account Planning - how to get the most out of your accounts and concentrate your efforts where it will yield the best results.

Following on from Account Pain, we move onto Account Research - our beginner's guide to researching your accounts to make the most of your Account Planning.

⚡NEW BLOG: A Beginners Guide to Account Research

Don't know where to begin with your Account Research?

Or is analysis paralysis setting in - are your drowning is account research noise?

Help is at hand in our latest blog. Discover our Top 5 Google searches to kick start your account research.

Our top tips cover the basic searches to understand the customer landscape - without taking weeks to analyse your findings.

Seamless AI

A Guide to Pipeline Generation: Strategies and Best Practices.

Understand the fundamentals and implement key pipeline generation strategies with this guide. 

Abmatic AI

The Role of Account-Based Marketing in Market Research

ABM has traditionally been used for sales and lead generation, but it can also be an effective tool for market research. Abmatic AI explores the role of ABM in market research and how it can help companies gather valuable insights and data on their target accounts.

Drift

The Art of ABM: A Strategic Guide to Account Based Marketing

An in-depth guide to Account Based Marketing. From its evolution to strategy, to optimising your digital experience for ABM. This guide has it all. 

⚡inspir'em guide: TAM, ICP & Persona Template

Looking to prioritise your pipeline generation efforts?

Wondering which clients to call first?

Pin down your ideal customer and the persona's that you'll be targeting in your Strategic Account Plan with our template - designed to focus your approach to market opportunity and drive faster wins.

Download your copy HERE.

Free to inspir'em product subscribers - email [email protected] to get your copies.

⚡inspir'em Tips for Managers

Sales Meeting Guide:

Use these tips in sales meetings or for ideas for the new year's kick off sessions. 

Exercise: Sharing Customer Acquisition Stories

Instructions: As a team, discuss the end to end lifecycle of acquiring a customer, closing a deal and moving that customer from a once off transaction to a long term customer:

• How did you find the lead? 
• How did you qualify the lead? 
• What pain were you addressing? 
• What value are you bringing? 
• What does success look like for your customer - short, medium and long term? 
• Who in your organisation is engaged at the different stages? 
• How could you divide up the work amongst different team members? 
• What are you missing from your team?  

Note to the manager / founder – the objective of this exercise is to be able to clearly understand the stages of your deals and your customer lifecycle, and to understand if you have gaps or priority issues in storytelling. 

Acquiring new customers is expensive and difficult. Happy customers will buy more from you and will advocate for you. How do you balance the stages of your customer lifecycle – where do you have gaps?  

⚡inspir'em Sales Training

MEDDIC Live Mixed-Group Training, March 6th

Sales leaders - do you have new hires who need to understand and learn how to apply MEDDIC / MEDDPICC to your sales process?

Our mixed MEDDIC class is a public course which workshops all letters of MEDDIC to your solution and drives curiosity of the sale in individual contributors.

TAMs & ICPs: The Need to Focus your Sales Machine

Creating new, qualified pipeline is the lifeblood of every sales organisation.

But are you focused on the right clients - the ones which will yield the most revenue?

This blog gives you tips to focus your energies where they will be most rewarded.

International Women's Day 2024

Last chance to secure a place! Reserve yours HERE.