Check out your Company Bowl for anonymous work chats.
Meet Tony Norton, a Sr. Hybrid Specialist with MarketLauncher, Inc.. You might be thinking, “That’s an original title,” and you are right. Tony has so many talents that we had to create a title representative of his versatility! His cross-functional expertise includes a unique ability to adjust his style to a wide range of buyer personas. In his role as Outbound Sales Specialist, Tony is the first team member to connect with a targeted decision-maker, verify their status and begin to warm them up as a lead. Tony also functions as a Sales Researcher, where he uses investigative skills to learn as much as he can about a target account and the potential decision-makers, aligning what he has learned with the client’s offering. This work is then leveraged by our talented team of Sales Development Specialists who use the information Tony has collected to be relevant and timely in their efforts to engage with a decision-maker and convert them to a discovery meeting. Tony is in high demand with ML clients and team members who often request he be assigned to their programs. Since joining ML in 2006, Tony has received multiple company awards and accolades from our clients, too. Here’s one of the more recent: "Tony is a talented salesperson and it made me want to schedule the meeting we are having. He was a grown-up. He had a sophisticated sales style and asked the right questions. Will he be part of our account team?"
Where does the time go? Happy 15th ML-iversary, Kathy Vernikos! Kathy is a very busy Mom to 4 children (including triplets). She is the perfect example of a senior professional who joined MarketLauncher, Inc. because she was looking for flexibility to focus on her young family and took on additional responsibilities as her kids grew and her availability expanded. We are so glad she is a member of the team. Thank you, Kathy, and Happy ML-iversary. hashtag#employeecentric hashtag#happyanniversary hashtag#bestandbrightest hashtag#b2bsales hashtag#expertsyoucantrust
Some might not consider the ability to work from anywhere a sales best practice, but at MarketLauncher, Inc. we do. It’s one of the ways we attract the best and brightest seasoned sales and marketing talent to our team, just like Stephen Kirkpatrick.
MarketLauncher, Inc.'s Outbound Sales Specialists are secret weapons that set us apart from the pack. These seasoned sales and marketing professionals perform an extra step in our outbound sales process. They drive our sales specialists' higher-than-industry average success rate in booking appointments for our clients. Two of our most senior OBSs, Sharon Kulawiak and Tony Norton, recently shared what a “Day in the Life of an OBS” looks like. Their primary responsibilities are: ✅ Verify our total addressable market lists and find the right decision-makers to engage ✅ Warm up prospects ✅ Share intel they have gathered through our CRM (HubSpot) ✅ Collaborate with their OBS colleagues to share successful outreach strategies. ML’s Outbound Sales Specialists are instrumental in why our clients consider us trusted advisors.
Give your data the care and attention it deserves. MarketLauncher, Inc. invests in processes that ensure everyone is coding correctly in HubSpot. Our project managers review our systems regularly and provide training and guidance to the team when needed. Why? 🔸 If our data coding isn’t consistent, it will skew analysis and affect the validity of the trends we react to. 🔸 Clean data makes sure our sales team has the best and most reliable information to support their efforts. 🔸 Our contacts receive appropriate, relevant outreach and nurturing. The result? Our pipeline is predictable and contains intel that allows management and its clients to make the right business decisions.
MarketLauncher, Inc. has regular checkpoints with its customers throughout the duration of a project, typically once per month. These meetings include a review of our data. Because we meticulously collect and then analyze all the intel we gather, our data managers (Peter DeBartolo and Allison Nakagawa) can spot trends that may signal that pivots are required. Then, with our client, we determine the best actions to keep us on track and meeting project goals.
Qualifying a prospect to ensure you have a solution that will fit their needs means asking tough questions. It’s important to do this quickly and efficiently and that you end discussions if the answers determine there isn’t a fit. It’s much better to walk away than to try to sell where there is no opportunity. Done correctly, your prospect will be more likely to take your call when the right fit does arise. It’s about being respectful and building trust.
When was the last time you reviewed your progress against your sales goals? It’s important to do this regularly to identify what isn’t working so that you can take corrective action. Regular reviews will also illuminate what is working so that you can implement similar tactics in other areas or for future activities. Keep a sharp eye on the metrics that define your progress against goals.
Do you have a backlog of leads from your inbound efforts that you haven’t had the time or resources to follow up with adequately? MarketLauncher, Inc. can help you turn those warm leads into new sales opportunities. Our process includes deep research and qualification of those leads and multi-touch, omnichannel engagement that will convert them into appointments for your sales team. PLUS, our intelligent outbound approach uncovers valuable intel like intent to buy, competitive insights, and business changes that may signal need.
Analyzing the data we uncover and presenting it in an easy-to-apply, meaningful format for our clients is an important part of every MarketLauncher, Inc. program. Our Technology Manager, Theresa Applegate, discovered that Jotform would improve and simplify our process for capturing and reporting interview transcripts for our Voice of Customer programs. Theresa says, “It's a neat program, easy to use, and produces superior PDFs to present to the client.” This is another example of the continuous improvement culture we cultivate at ML. Learn more about ML's culture.
