ABM social lead generation

Activating intent data via social automation to drive ABM new business

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18 actionable leads were generated using 2 regional field sellers’ LinkedIn profiles in just 4 weeks.

At a glance

A 4-week pilot campaign delivered using 2 regional sellers' Sales Navigator accounts, intent data and personalised automation.

Challenges

Trend Micro BeNeLux were looking for ways to maximise intent data and Sales Navigator investments, deepen engagement within ABM accounts and generate more quality leads for their key sellers.

Solutions

Based on Priority Engine as the main data source to identify active accounts and contacts, Sales Navigator was used as the primary communication channel and additional contact source. Sales outreach and messaging strategies were designed and delivered by Accelera via their playbooks and automation.

TechTarget Priority Engine

Sales Navigator

Sales Playbook

Benefits

Faster conversion

The combination of using intent data and efficient sales outreach gets you in front of who matters in the most efficient way, increasing your chances of conversion.

Boost sales productivity

Using tools designed to make sales work smarter and faster, your sales team could experience a dramatic increase in productivity and eliminate repetitive, time-consuming tasks.

Maximise ROI

Sophisticated playbooks that have been tried and tested to reap the full benefit of your intent data and Sales Navigator investments.

Results over 4 weeks

18

NET

new actionable leads

77%

FROM

accounts showing purchase intent

1,063

WEEKLY

weekly LinkedIn touchpoints per sales rep

103

NEW CONNECTIONS

on LinkedIn per sales rep