Approach
CatchMoby Approach
CatchMoby goes through a detailed process to provide strategy, planning and execution of hyper-personalized sales and marketing campaigns so you can land or expand your customers.
Our Sales Enablement Process
To successfully land a whale, you need a well-planned approach which makes the difference between landing a strategic account or just trolling for any opportunity. At CatchMoby, we use a comprehensive approach to Sales Enablment:
Classify
Connect
Convert
Classify
There’s no point in hunting customers that are not strategic to your business. We help you to identify the most impactful accounts, provide deep research into their needs and identify all relevant influencers and decision makers.
Connect
To land or grow a strategic account requires hyper-personalized outreach with content that resonates. We utilize our state of the art Marketing Automation Platform with compelling, personalized content to get your message noticed by the right decision makers. We then help you to build a relationship based on trust and credibility that leads to a closed deal.
Convert
Once we have built a buying relationship with your key targeted accounts, your sales team can do what they do best – close the deal. We then provide the additional support need to capitalize on your success by continuing to develop the account and grow sales.
Benefits to Sales Enablement and Automation
Account based sales and marketing requires a seamlessly integrated team, innovative toolset and best practices learned from decades of closing large, strategic accounts.
Strategic Sales
in a Box
We provide everything you need to acquire or grow strategic customers. There is no need to invest in expensive tools or waste time training staff. We hit the ground running day one, implementing your campaign within weeks rather than months.
Strategic Revenue is Best
McKinsey says the majority of successful B2B companies receive 30-50% of their revenue from strategic customers. These customers provide higher, more predictable revenue, amazing case studies and become partners in your product development.Decades of
Best Practices
We have been selling and marketing to strategic accounts for decades. Most companies don’t provide their sales team with the right resources to sell into large accounts. We have custom built our Marketing Automation Platform, content, processes and tools specifically to land strategic accounts.
The CatchMoby Approach
Develop a Strategy
Build your reputation, relationships, and revenue. With facilitated discovery sessions, we explore your growth opportunities and create an actionable plan.
- Craft measurable goals to acquire or expand strategic customers
- Build an ideal customer profile and personas for hyper-targeting
- Develop your value proposition and define your content strategy
- Agree on collaborative processes, progress checkpoints, and program tools
Learn About Your Targets
Research Intelligence on prospective customers helps to build meaningful and personalized campaigns that start the account engagement journey.
- Identify and tier target accounts from ROI potential and best fit
- Perform intensive research into accounts and contacts for valuable intelligence
- Configure our Marketing Operations Platform (MAP) for managing and measuring emails, landing pages, social media management with dashboard views and contact level analytics.
- We work with sales, marketing and executive teams to understand existing assets, initiatives and processes related to our targeted accounts and campaigns.
-
-
Focus On Engagement
Connect with individuals at top-tier strategic accounts through customized and personalized communications that build credibility and trust to drive them towards a sale.
- Sophisticated, personalized, and automated email campaigns get attention and drive targets to their company specific landing page
- Tailored landing pages communicate your specific value and benefits
- Social media advisory creates personalized postings for connecting and tracking targeted engagement
- Collaboration with your stakeholders delivers account intelligence, optimized messaging, and engagement feedback for better customer interactions
-
Higher Value Support Delivers Higher Value Customers
Landing a whale takes time. Strategic accounts may take six to nine months or longer to close, but the long-term value to your company can be well worth the investment.
Focused ABM support is critical up until the moment you begin contract negotiations. At CatchMoby, we deliver higher value expertise, execution, and engagement as a part of your key account program for as long as it takes to convert a targeted account into a strategic customer.
While other marketing groups “abandon” sales at the most important stages of a sales deal, we stay in lock step with your sales team providing the necessary collateral, account intelligence and other customized assets to help you win.
After an account converts into a customer, we help you with upselling and cross selling to grow the account and expand your footprint making it truly a strategic account.
Your Time Is Valuable. Our Time Adds Value.
Here is what you can expect when you engage with us.
- Discovery: Understanding Goals, Use Cases, Maturity, Opportunities
- Kickoff: Validation, Engagement Framework, Cadence, Roles & Responsibility, Provision Tools
- Research: Problem/Solution Fit, Product/Market Fit
- Planning: Ideal Customer Profile, Buyer Personas, Account Planning
- Campaign Development: Determine Account Assets Required, Build Tool Templates & Automation, Design Reporting Templates, Craft Key Messaging
- Creative Development: Landing Pages, Social Media Content, Targeted Emails, Direct Collateral, Keyword Optimization / SEO
- Execution: Launch, Adjust, Optimize, Reporting, Feedback, Pipeline Velocity
- Campaign Review: Analyze Key Account Progress, Reprioritize Accounts, Analyze Tier 2 Accounts, Determine Additional Assets Required, Refresh Research
- New Campaigns: Adjust Messaging & Creative, Engage Tier 2 Accounts
- Campaign Review: Refresh Research, Prioritize Accounts, Adjust Tier Accounts
- Creative Development: Revise Key Messages, Build Templates & Workflows, Build Creative Assets
- Execution: Launch Additional Campaigns, Measure Progress, Adjust & Optimize, Report Account Progress, Opportunity Support
