Account Executives are typically working on many opportunities that fall under various stages of the sales process. A lot of opportunity nurturing happens with content and asynchronous communication (email) beyond calls and meetings. Effective content can keep momentum going and buyers engaged while the opportunity goes through different stages. AEs often find themselves chasing buyers to close opportunities on time to meet leaderships' forecasts.
The issue lies in the need for effective content to maintain momentum and keep buyers engaged as opportunities progress through various stages. AEs often find themselves in a position where they need to actively pursue buyers to ensure timely closure of opportunities to align with leadership forecasts.
Seasoned AEs stay on top of mind with their buyers by nurturing them with interesting content. AEs sometimes use marketing-created content and at other times use external content found on the Internet to get the job of nurturing done. Different stages in the buyers' journey need different types of content. AEs typically use 1:1 emails and occasionally use 1:few emails.
AEs need reasons to ping buyers to move them towards close dates that have been forecasted in your CRM. They need your help (aka effective content). Sales leadership teams often rely on AE's email activities to predict deal closure.
Provide AEs key moments from webinars on a consistent, predictable basis. Classify the content into though-leadership and product-specific categories to make it easy for AEs to use. These short videos allow AEs to keep buyers engaged and allow them to ask buyers questions.
Offer the content to AEs so that it's ready to use in email - the preferred tool of most AEs.
In Parmonic, turn your webinar into a short-video based story. Review the automatically-generated storyline and tweak it if needed.
Copy the email output and save it in your desired format compatible with tools your AEs use (typically, Microsoft Outlook or Google Workspace). Share the email you have built with the AEs.
You can also use the Sales Enablement module in Parmonic to package the outputs for your AEs in an online briefcase. SDRs can then download GIFs for emails or post directly on social media without logging in to Parmonic.
Connect Parmonic with your MA system so you can show marketing's impact on the pipeline and revenue.
Support your Account Executives by making content easily accessible and user-friendly, ensuring a smooth and consistent experience. This way, they can confidently showcase the positive impact of engaging with content on creating opportunities and driving revenue.
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