for evaluating and choosing a Tool Vendor for Account Based Marketing/Sales.- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
In this post, I am elaborating 11-20 as below.
In my earlier post, I talked about 
â20 Pointâ Checklist and elaborated on 1-10 :-
1. Data (contacts/leads)
2. Email âWarm-upâ
3. Outreach (sequence)
4. Data-analytics
5. Templates
6. A/B Test
7. Multi-channel Outreach
8. Ease of Use
9. Buying âIntent Dataâ
10. Content Leverage
11. Integrations
12. AI /ML
13. Dedicated Advisor
14. World-class Customer Success Team
15. Pricing / Subscription Simplified
16. Price Vs. Value
17. Define First. Measure Next (Quality & Quantity of Leads)
18. Commitment / Guarantee
19. Follow the Process
20. Help the Vendor, Help You
11. Integrations â with your standard systems like CRM, MAS, Email Clients, CMS, etc.
12. AI /ML â to automate outreach at scale, add refresh/net new contacts and to make both AI and human recommendations to improve metrics.
13. Dedicated Advisor â for actionable insights derived from deeper learnings, experience and expertise across different vendors, customers, industries, locations, products, sales cycle, deal value and moreâŠ
14. World-class Customer Success Team â committed to your success, goes extra mile to cater to unique needs both short term and long term.
15. Pricing / Subscription Simplified â Negotiate to pay ONE price/subscription by month, quarter or annual instead of âmulti-layeredâ price. Also, ask for âtrial periodâ, if not available, go for monthly for first few months. Donât be swayed by quarterly/annual discounts.
16. Price Vs. Value â donât be focused on cheaper tools, instead for better, as this is a long-term investment commitment. Ultimately, better tools provide ROI over a period of time, for longer timeâŠ
17. Define First. Measure Next (Quality & Quantity of Leads) â Define, document and contract the âcriteriaâ for each of the leads. For example; MQL, SQL and in between. This will avoid surprises and contradictions later.
18. Commitment / Guarantee â ask for not just results, but for better quality (leads) for the investment you are making. Some vendors are willing to commit in a âdone for youâ model. After all, you are paying premium.
19. Follow the Process â give clarity on your ideal customers/buyers, product, value proposition, timely inputs, relevant content, review feedback on-going basis.
20. Help the Vendor to Help You â Any tool/vendor can only provide you leads (hopefully, quality). However, itâs up to you to diligently ânurture & deepenâ such leads deep into your sales funnel for better conversion and closuresâŠ
#b2bmarketing
#b2bsales
#dataanalytics
#buyersjourney
#doneforyou
