"I was blown away by the work Tracy delivered. She listened and captured the spirit of what we were trying to accomplish with the campaign. Her thorough research and thoughtful development of the playbook enabled efficient training of our sales team. We saw results almost immediately."
THE CHALLENGE
5ironCyber's sales team lacked a systematic approach for engaging high-value, hard to reach, prospects in their local markets. Without a structured process for identifying, researching, and systematically engaging target accounts, sales efforts were inconsistent and inefficient. They needed to identify completely new targets andβthrough robust touchpointsβget definitive "yes, no, or later" answers as to whether their solutions were of interest to the prospect.
MY APPROACH
I developed a comprehensive account-based marketing (ABM) program to enable the sales team to utilize systematic prospect identification, deep research methodology, multi-touch physical campaign kits with reasonable per-prospect budgets, and handwritten personal notes, all designed for 5ironCyber to successfully penetrate local cybersecurity markets.
KEY PROGRAM COMPONENTS
Strategic Prospect Identification
Systematic methodology using LinkedIn, local trade association chapters, event registration lists, and regional business directories to identify and prioritize 20-25 net new targets per territory
Deep Research Process
Thorough investigation across multiple platforms to identify personal interests, professional achievements, mutual connections, and authentic conversation starters
Multi-Touch Campaign Kit
Scheduled outreach sequence featuring thoughtful, hand-delivered gifts from local food and business books to high-value items like Bose earbuds and sporting event tickets
Step-by-Step Execution Guides
Comprehensive playbooks and templates that enabled the sales team to run sophisticated account-based campaigns independently while maintaining authentic relationship-building approaches
KEY RESULTS
$400k
Pipeline Generated
50%
Faster Overall Response Rate
8 Weeks
Pilot Program Duration
"One of the things I was very impressed with was how well Tracy understood what we were trying to do and then broke it down into trainable chunks that could be easily understood. She was able to help quantify to our sales team how to use the campaign to build an authentic relationship from nothing."