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From YouTube: Sales Development Group Conversation (Public Livestream)
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A
Today
we
are
doing
the
revenue
marketing
group
conversation
a
slight
pivot
from
the
sales
development
group
conversation
that
was
previously
previously
scheduled
because
we
have
multiple
functionalities
within
the
revenue
marketing
group,
including
count
based
marketing,
failed
marketing,
digital
marketing,
marketing
program
management
and,
of
course,
the
SDR
our
group,
so
we've
pivoted
the
schedule
a
little
bit
and
we're
going
to
be
featuring
different
functionalities
within
the
group
in
the
future.
Today's
group
conversation
is
going
to
be
featuring
Emily
lures
and
the
account
based
marketing
functionality,
so
I
am
gonna
pass
it
over
to
Emily.
B
This
is
a
relatively
new
department
for
us.
We
started
in,
and
I
did
just
have
a
few
shout
out,
so
I
wanted
to
call
it
quickly
before
we
get
to
the
good
part,
and
one
is
just
to
thank
you
for
everyone
who
completed
our
ideal
customer
profile
survey.
We
ended
up
with
75
responses,
and
this
will
shape
our
first
iteration
of
our
ideal
customer
profile
or
ICP
that
we're
using
to
he'll
come
to
our
accounts
into
our
account
based
marketing
strategy.
B
D
B
Yeah
for
sure,
so
we
looked
at
a
lot
of
data
I'm,
including
number
of
employees,
number
of
developers,
IT,
spa
and
and
exist
within
the
company,
and
these
survey
results
they're.
Actually,
in
my
slide
deck.
If
you
want
to
kind
of
take
a
look
at
that,
that
is
the
presentation
I
put
together
when
we
met
to
develop
our
initial
ICP.
One
of
the
things
that
we
kind
of
discovered
is
that
we
don't
have
all
of
the
data
you
know
get
developing
a
true
ideal.
C
B
E
B
Yeah
so
I
would
say
globally,
without
looking
at
them,
I
would
say,
probably
between
a
hundred
and
one
hundred
and
ten
in
North
America
and
then
probably
40
to
50
in
distributed
between
a
me
and
a
hack.
This
will
be
relatively
fluid
and
I
think
it's
important
to
remember
that
our
target
list
is
not
all
income
passing
of
every
account
and
I'm
sorry,
and
so
it's
kind
of
important
to
remember
those
are
the
hundred
150
that
we
can
go
after
right
now,
given
the
resources,
but
that
will
change
so
sometimes
there
will
be.
B
We'll
skip
number
three,
since
it
is
blank
I
believe
this
is
Ginny.
If
you
want
to
do
another
place,
I.
G
Good
morning
and
hemily
again,
thank
you
so
much
I
know
all
the
hard
work
that's
going
into
this.
So
I
know
there
are
a
few
questions
about
the
intent
data
and
how
exactly
what
our
processes
of
collecting
that
information
and
then
I'll
just
go
to
my
next
question.
Maybe
you
could
run
into
both
of
them
is
I'm
not
really
sure
if
everybody
on
the
call
is
understanding
on
the
process
of
demand
base
and
what
it
looks
like
and
what
we're
providing
them
to
drive
traffic
back
to
get
lab.
B
So
details
of
collecting
intent
data-
we
are,
we
kind
of
went
all
in
with
a
tool
called
demand
base
and
they
are
a
beta
B
account
based
marketing
platform
that
gives
us
intent
data
both
on
our
website
and
on
off-site
search
as
well.
So
they
scrape
what
folks
are
searching
searching
on
our
site
from
keyword,
searches
and
to
pages
that
they
are
heading.
So
if
they
hit
our
pricing
page,
if
they're
looking
at
CI,
CD
etc
as
well
as
off
site
search.
B
So
if
they
are
searching
for
a
lot
of
our
keywords,
but
they
haven't
found
us
yet
that
is
something
that
demand
base
can
tell
us,
and
they
can
also
tell
us
if,
if
perhaps
they
are,
you
know
researching
github
or
one
of
our
competitors,
and
this
will
help
us
kind
of
drive
the
right
messaging
at
the
right
time
for
the
accounts
that
we're
focusing
on
and
then
kind
of.
This
is
kind
of
a
quick
overview
of
demand
base
banners
so
demand
base
one
of
its
functionalities.
This
allows
us
to
run
digital
marketing
campaigns.
C
B
We
can
develop
our
ads
with
custom
paths
that
we
deliver
to
accounts
based
on
either
a
specific
group
of
accounts
or
even
a
specific
account,
and
it
is
dynamic.
So,
as
an
account
start,
searching
specific
keywords:
demand
base
will
automatically
start
triggering
that
and
how
to
head
down
the
right
path
of
the
content
that
we
have
put
into
demand
base
and
so
right
now
we
have
the
three
value
drivers
campaigns
running
through
there,
and
so,
as
accounts
start
searching
for
certain
keywords
or
hits
certain
pages,
they
will
be
dynamically.
Deliver
that
content.
H
This
is
gonna,
be
awesome
and
I
think
that
firma
graphic
from
a
graphic
data,
some
of
the
attributes
and
all
that
you
guys
have
collected
is
gonna,
be
really
good
for
not
only
STRs
but
Sal's
I
think
I
see
a
style
down
here,
asking
how
he
can
get
access.
So
are
these
going
to
be
you
know
all
these
attributes
gonna,
be
it
appended
to
account
records
in
Salesforce?
Oh,
you
guys
gonna
be
distributing
demand
base
reports.
B
Great
question
so
demand
base
does
have
the
ability
to
append
data
in
Salesforce,
and
we
are
we're
on
I
believe
three
different
forms
on
our
website
at
the
moment
and
we're
currently
exploring
how
accurately
we
are
updating
or
how,
how
often,
but
at
a
hundred
percent
capacity,
this
will
append
data
in
Salesforce.
So
you
all
will
see
it
in
kind
of
your
day-to-day.
B
We
won't
have
to
run
reports
in
demand
base
in
order
for
you
to
see
that
data
same
thing
for
the
intent
data
that
is
actually
that
is
flowing
into
the
main
base
at
the
moment
as
well.
B
I
B
So
they
have
we've
noticed
that
there's
been
a
lot
of
and
I
think
I'm
understanding
your
question
and
there's
been
a
lot
of
key
terms,
so
open
source
deficit
GOP's
those
kind
of
been
the
top
top
couple
keywords
that
we've
seen
come
through.
So
we've
started:
delivering
the
value,
driver
campaigns
and
I'm
kind
of
tearing
accounts
based
on
what
the
accounts
are
searching
for
and
what
banner
ads
are
searching
for
as
well.
B
I
B
B
J
B
So
glad
you
asked
that
so
on
Thursday
and
this
week,
I
am
gonna,
be
running
a
sales
enablement,
training
for
four
sales
on
account
based
marketing
and
our
ideal
customer
profile
and
intent
data
in
demand
base.
So
this
will
give
you
a
really
good
overview
of
what
we've
been
working
on,
what
we've
implemented
so
far
and
how
to
interact
and
how
to
use
the
data
as
well,
and
we
have
implemented
intent
data
in
Salesforce.
B
So
you
can
see
it
at
the
account
level,
with
the
caveat
of
if
the
domain
is
complete
in
the
account,
because
that
is
how
your
main
base
integrates
with
Salesforce,
and
so
you
can
go
and
kind
of
check
that
out
on
your
on
your
accounts
and
see
if
that
is
flowing,
I
think
at
the
moment
there
are,
or
I
am
kind
of
coming
to
you
all
with
action
items.
So,
as
we
start
start
tearing
out
the
accounts-
and
we.
C
B
That
we've
chosen
so
far
and
then
to
your
two,
will
be
based
on
intent,
data
and
vertical
ization.
So
slightly
more
specific
messaging
and
Tier,
three
I'm
calling
the
account
based
waiting
pool
so
we're
waiting
to
kind
of
see
what
they
start
searching
on
and
then
we'll
be
contacting
the
account
teams
to
start
working
on
marketing
plans
for
those
as
well.
B
So
it
is,
it
is
integrated
with
Salesforce
at
the
moment,
and
you
will
see
a
section
at
the
account
level.
The
caveat
to
that
is
that
in
the
demand
base,
only
the
demand
based
information
only
flows
if
the
integration
I
can
find
the
domain.
So
if
you
have
a
parent
account
with
several
child
accounts,
you
can
have
a
specific
website
fields
filled
in
but
have
the
parent
domain
on
all
of
those
accounts,
and
then
the
attend
data
will
flow
based
on
that
as
well.
So
make
sense.
Yeah.
K
Hi
Emily,
thanks
for
putting
this
together,
it's
gonna
be
great,
just
I
know
if
this
was
mentioned
before
or
not,
but
how
are
the
accounts
being
chosen,
so
you
listed
like
110
globally
in
wanna,
get
Showzen
a
to
have
sales
leaders
put
their
giving
their
input
to
the
concept
of
that
are
being
chosen?
Yes,.
B
So
we
took
the
highest
intent
accounts
from
those
that
gave
us
about
three
hundred,
and
then
we
looked
for
the
ones
that
kind
of
fit
the
value
drivers
campaign,
because
that
was
the
content
that
we
had
ready
to
go
at
the
moment
and
sales
leaders
have
helped
to
tear
the
Tier
one
accounts.
So
I
mentioned
before
that,
we
have
six
accounts
total
in
that
tier
one.
Without
way,
will
we
afford
six
chosen,
but
the
RDS
have
kind
of
chosen?
B
That
is
going
to
be
as
successful
as
possible,
and
so
as
we
launch
and
as
we
kind
of
move
through
iterations
of
our
ICP,
those
will
change
and
it
will
start
being
more
and
more
data-driven
and
less
and
less.
If
we're
going
to
test
this
out,
we're
gonna
look
at
we're,
gonna,
look
at
try
and
expand
play
versus
and
that
new
logo
I'm.
So
we'll
kind
of
take
those
I
would
say
soft
decisions
out
and
have
it
be
more
data-driven.
K
D
D
I
think
a
post
question
and
the
outer
SEO
provider
address
my
question
already
I'm,
just
wanting
to
check
the
list
you're
going
to
bring
in.
We
do
work
a
few
large
accounts,
although
we
already
have
Fair
Bay
engagement
with
them,
but
there's
still
always
opportunity
to
expand
so
I
understand
if
we're
receiving
a
direct
feedback
from
them.
The
way
they
have
a
strong
intent
to
go
to
next
level.
D
B
No
actually,
this
is
a
great
question.
So,
as
we
get
more
data
driven
and
pulling
those
accounts
from
and
from
sales
force,
based
on
our
ICT
profile,
one
of
the
things
we
will
start
looking
at
our
feedback
from
those
accounts.
So
if
you
have
an
account
that
is
say
in
tier
3
currently
but
they're,
starting
to
show
a
lot
of
engagement,
you're
having
meetings
on
site,
you
will
be
able
to
nominate
that
account
to
move
to
tier
2
or
to
tier
1.
B
There's
an
issue
template
in
the
account
based
marketing
project
that
actually
outlines
what
you
need
to
complete
in
order
to
do
that
and
I
tried
to
keep
it
relatively
easy
and
the
handbook
lays
out
what
what
qualifications
we
currently
have
for
tier
1,
tier
2
and
tier
3.
So
if
you
do
see
some
of
those
kind
of
signals
on
an
account
that
the
account
based
team
wouldn't
be
able
to
pull
from
a
report,
we
want
to
know
about
that-
and
this
is
this
is
not
just
well.
B
A
B
B
In
my
deck,
I
am
working
to
identify
accounts
that
are
showing
intense,
Feder
ICP,
anything
that
we
think
could
be
useful
for
sales
and
getting
that
loaded
into
Salesforce,
so
sales
ops
is,
god,
bless
them
working
with
me
to
develop
a
template
to
be
able
to
load
those
accounts
into
Salesforce
and
get
them
assigned
to
the
territory
territory
that
they
should
be
assigned
to.
L
I'm
just
curious:
is
there
a
report
that
you
could
link
to
in
Salesforce
where
it
lists
all
of
the
intents
together?
Just
so,
we
see
the
high-level
list
and
the
follow-on
to
that
is
as
a
PM
just
looking
to
see
why
people
are
signing
up
for
get
loud
and
specifically
around
my
domains
of
design
and
wiki
and
trying
to
see
and
just
to
scrape
through
that
yeah.
B
I'm
trying
to
think
through
the
list
so
in
Salesforce
I,
have
a
list
of
reports.
That
right
now
are
mostly
focused
around
high
intent,
but
we
could
report
on
the
demand
based
fields
and
customize,
that,
based
on
certain
intent
keywords,
so
we
could
build
out
a
report
or
anyone
could
build
out
a
report,
and
that
would
give
you
a
list
of
the
accounts
that
are
searching
based
on
certain
keywords.
Is
that
what
you're?
Looking
for.
L
Yeah,
that
would
be
great
and
then
also
like
when
you
like,
I,
have
a
design
management.
My
theory
is
probably
no
one
is
asking
for
that
yet
because
it's
so
new,
like
it's
just
starting
out,
but
at
some
point
the
transition
they're
starting
to
see
that
maybe
some
people
are
moving
to
get
lab
also
for
design
management
alongside
software
development.
So
just
trying
to
follow
that
as
a
topic,
yeah.
B
Absolutely,
and
actually
one
of
the
things
that
we
were
looking
and
based
on
the
current
global
situation
that
we
are
in,
we
are
creating
a
so
demand
base,
has
different
profiles
that
we
can
create.
So
we
are
creating
a
remote
only
profile
and
that
will
allow
us
to
pull
a
list
of
accounts
in
demand
base
they're,
showing
intent
towards
trying
to
move
to
remote
or
searching
remote
keywords
to
give
our
remote
team
the
ability
to
target
those
accounts
with
the
right
content.
M
Yes,
and
if
this
is
too
far
afield,
I
understand
but
I
see
in
the
customer
profile
deck
on
slide
15.
You
talk
about
objections.
Why
people
don't
buy
from
us,
and
one
of
those
has
to
do
with
issue
tracking
systems.
People
want
to
integrate
with.
They
only
want
us
to
integrate
with
their
existing
system,
rather
than
replace
it
and
I
was
wondering.
Have
we
determined
whether
there's
a
specific
issue
tracking
system,
where
that
is
more
a
tissue
or,
and
is
that
different
from
from
those
that
were
successfully
replacing?
Do
we
have
any
data
on
this?
M
B
Do
not
yet
so
the
I
would
say
the
second
iteration
of
the
customer's
survey
I'm
that
at
75
folks,
who
are
on
my
amazing
list
I
completed,
is
that
I'm
everybody
answered
if
they
would
be
willing
to
sit
down
for
an
interview
with
me
and
so
as
we
look
at
iterating
on
our
ICP
in
July.
I
will
be
interviewing
folks
that
have
answered
those
types
of
questions,
so
we
can
start
digging
into.