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B2B Sales and Marketing

<br>VALiNTRY360 empowers B2B Sales and Marketing teams to close the gap between demand generation and revenue results. Our Salesforce first platform unifies your CRM, marketing automation, and analytics to deliver one source of truth for pipeline and campaign performance. By automating lead routing, standardizing lead scoring, and mapping campaigns to accounts, VALiNTRY360 helps sales accelerate outreach while marketing optimizes spend based on revenue outcomes. Leveraging AI driven enrichment and Pardot and Marketing Cloud expertise, VALiNTRY360 reduces manual tasks, improves lead to opportunity

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B2B Sales and Marketing

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  1. B2BSalesandMarketingAutomationStrategiesby VALiNTRY360 B2BSalesandMarketingAutomation StrategiesbyVALiNTRY360 Ifyourpipelinefeelsuneven,yourhandoffsarebumpy,andyourreportingraisesmorequestions thananswers,youdonothaveatoolproblem,youhaveasystemproblem.AtVALiNTRY360,we designB2BSalesandMarketingautomationthatbehaveslikearevenueoperatingsystem.It connectscleandata,clearjourneys,accountablehandoffs,andmeasurableoutcomessoyoucan scalegrowthwithoutadding chaos. BelowistheVALiNTRY360playbook.Itblendsprovenindustrypracticeswithpragmaticexecution soyougetresultsyourteamcansustain.Westudiedwheremostcompetitorcontentfocusesontool tipsorsiloedusecases,forexamplefeaturetoursofMarketoEngage,HubSpotchecklists,orABM pointtactics.Wegoalevel higherandtiestrategy,operations,andanalyticstogether.Thatis the

  2. differencebetweenshorttermliftandlastingrevenueimpact.Forcontext,Adobehasbeenadding generativeAIcapabilitiestoMarketoEngage,whichishelpful,butonlybecomes transformative whenyouroperationsanddataarealigned. StartwithabuyinggroupinformedICP TraditionalpersonasandsingleleadMQLsmisshowrealcommitteedecisionshappen.Buildan IdealCustomerProfilethatmapsbuyinggroups,commontriggers,andfrictionpointsacrossroles. Pairthiswithintentandaccountsignalssoyoufocusenergywherethereisverifiedresearch or demand.LeadersinABMemphasizethatstrategyshouldreshapeyourgotomarket,notjustyour ad targeting.Weagree,andoperationalizethatguidancebywiring ICPfields,buying grouproles, andintentstagesintoyourCRMandmarketing automation. Orchestratejourneysthatsalescanfinish Automationshouldnotspamcontacts,itshouldsetsalesuptowin.Buildjourneysaroundproblem statements,notproductfeatures.Eachjourneyusesthreeingredients.First,aclearstagemodel thatmarketingandsalesbothunderstand.Second,triggerlogicthatadaptsmessagesbasedon behaviorandfirmographics.Third,gracefulexitsandnextbestactionswhenahumanshouldtake over.Platforms likeMarketoEngagearestrongatlifecyclecontrol,buttheliftcomesfromthe operatingdesignyouputontop. RunademandandABMhybrid,noteitheror MostcompetitorpostssplitdemandgenerationandABM.HighgrowthB2Bteamsblendthem.Use alwaysondemandprogramsforyourbroadICP,andclusterbasedABMforprioritysegments. Withinclusters,usepredictivelookalikesandintenttodeterminewhichaccountsandbuyinggroups getfieldoutreach,whichgethightouchdigital,andwhichremaininnurture.Practitionersreportthat multithreadedengagement andopportunitybasedhandoffslift conversion.Webakethatinto scoringandroutingrulessoyourteamdoesnothavetothinkaboutitinthemoment. Alignthehandoffwithrulesthatprotectyourreps’time Leadsshouldneverbouncearound.Usequalificationandroutingthatrespectsterritories,product lines,andbuyinggrouproles.ConnectmarketingcampaignstoCRMcampaignsandopportunities soattributionisautomatic.SalesforceMarketing CloudAccountEngagement,previouslycalled Pardot,providesconnectedcampaignsandnativeCRMalignment,whichbecomespowerfulwhen youdefinetherulesandSLAsupfront.Weconfigurefastpathsforhotaccounts,createtaskswith context,andholdafeedbackloopthattunesrulesweeklyduringrollout. Scorepeople,accounts,andreadinesstobuy Modernscoringblendsthreelayers.Engagementsignalsforpeople,fitandintentforaccounts,and readinesstobuyindicatorsfortiming.Alignscoreswithservicelevels,forexampleimmediatesales followupforhighintentbuyinggroups,andautomatednurtureforlearningmode.Thisavoidsthe commonpitfallwheregoodleadsstallbecausetimingwasnotrightornooneownedthenextstep. HubSpotandotherplatformspublishhelpfulanalyticsapproaches,andourteamsextendthose modelstoincludebuyinggroupdepthandchanneladjacencysorevenue teamsactonthewhole picture.

  3. Automatecontentandofferswithoutlosingrelevance • Personalizationshouldfeelhelpful,notcreepy.Usemodularcontentblocksthatadaptbyindustry, problem,andstage.Maponecorenarrativeacrossemail,paid,website,andsalestemplates.Then letautomationpicktherightmessageandassetforeachmicrosegment.AdobeandSalesforceboth highlighttheimportanceofpersonalizationatscale,butwhatmattersisthecontentsupplychain behindit.Wedesignacontentbacklog pairedtoyourICPandmeasurereuse,velocity,and influencedpipelinesocontentopsstaytiedtorevenue. • LetAIaccelerate,notautomatejudgment • GenerativeAIspeedsproduction,QA,andinsights.Useittodraftoutlines,suggestsubjectlines, summarizecalltranscripts,andhighlightdealrisks.Keephumansintheloopfor positioning, compliance,andofferframing.MarketoEngage’srecentAIadditionsandsimilarfeaturesacrossthe marketarevaluableaccelerantsoncegovernanceexists.Weinstallguardrails,promptlibraries,and reviewstepssoAIraisesqualityandconsistencyratherthanjustincreasingoutput. • Makeanalyticsthesteeringwheel • DashboardsshouldtellastoryyourCROwantstohear.Buildasmallsetofexecutiveandmanager views.Showpipelinebysourceandsegment,conversionbystage,velocity,averagedealsize,and influencedrevenue.Includecohortbasedviewssoyoucancompareprogramstartdatesandsee deltasfromprocesschanges.Industryguidescommonlyhighlightthesemetrics,but the differentiatoristyingeach widgettoanactionownerandaweeklyoperatingrhythm.Thatishow insightsbecomeimprovements. • Quickwinplaybooksweoftendeployfirst • Highintentrevival.Identifyaccountswithstrongresearchbehaviorandrevivestalled opportunitieswithaoneweeksprintthatmixesemail,phone,andsocial. • Productqualifiedleadbridge.Ifyouhaveatrialorfreemiummotion,buildabridgethatroutes productusagesignalsdirectlytotherightrepwithatwostepoutreachplan. • Lostreasonrecycling.Segmentbylostreason,mapcontenttoobjections,andrecycleaftera • definedcooloffperiod. • Competitivedisplacement.UseclusterABMandbattlecardinformedmessagingforaccounts showingcompetitorintent. • Partnerattach.Triggerpartnercodesandcomarketingofferswhenaccountsmatchpartner • strengthorterritory. • Eachplayisdesignedtoproveimpactquickly,thenexpand. • WhyVALiNTRY360 • Toolsareconverging.HubSpotcontinuestopushallinoneeaseofuseandAI,Salesforceand Adobepushdepthandenterprisescale,andABMleadersprovidepowerfulintentand prediction. Thegapisnotfeatures,itisorchestration.VALiNTRY360closesthatgapbydesigningtheoperating

  4. systemaroundyourpeopleandgoals,notjustyourtechstack.OurapproachmakesB2BSalesandMarketingsimplerforthefield,morepredictableforleadership,andmoremeasurableforoperations. Whatyougetwithus • AnICPandbuyinggroupblueprintthatdirectstargeting,content,androuting • Ajourneyarchitecturethatharmonizesnurture,ABM,andsalesengagement • Cleandatafoundationsandgovernanceyoucanmaintain • Scoring,routing,andSLAsalignedtoreadinessandvalue • Dashboardsbuiltfordecisions,notdecoration • AcontentandAIoperatingmodelthatraisesqualityandspeed • B2BSalesandMarketingshouldfeellikeasystemthatcompounds.WithVALiNTRY360,itdoes. • Formoreinfovisithttps://valintry360.com/orContact888-576-4222 • 5relevantandtrendinghashtags • #B2BMarketing #SalesAutomation #MarketingAutomation#ABM#RevOps

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