● Utilizing LinkedIn Sales Navigator, Prophecy International launched a pilot program for Account Based Marketing (ABM) combining it’s use with their marketing campaigns on LinkedIn, by synergizing the two – they were able to move from marketing engagement with a target account to sales activity with a warm account.
● Prophecy International aligned their sales and marketing teams by adapting their approach in two clear ways:
● Marketing ran ad campaigns on LinkedIn, using the platform’s trusted data to define and reach their Ideal Customer Profile (ICP) and Target Accounts List (TAL). Campaign analytics told them which accounts, job titles, functions, and locations were engaging with their campaigns.
This campaign data was shared weekly with Sales. They took that account-level engagement data and used LinkedIn Sales Navigator to get in touch directly with the key stakeholders at those accounts.
● Prophecy International utilized a multi-stage framework to build their customer relationships on LinkedIn, which helped them differentiate and position their solutions in a more holistic way to their clients.