During this episode of Tech Qualified, we talk with Julianne Thompson, Sales Development Manager at Outreach in the Tampa office. Julianne Thompson talks about what her work with Outreach involves, the change in the industry towards account-based sales and marketing, how they are using content to educate the market, the value of thought leadership, the impact of direct mail, and the importance of having omni-channel content. 

Episode Highlights:

• Julianne Thompson talks about her work history.     
• Julianne talks about what problem Outreach solves and what types of customers it serves.
• How are things evolving with Outreach? 
• What have you seen with the changes taking place towards account-based sales and marketing?
• What does Outreach use for content in order to reach prospects and cut through the noise?
• What value has thought leadership had for Outreach? 
• Julianne talks about the impact of direct mail and gifting.  
• What are some of the takeaways Julianne has had from speaking at Outreach’s conference.       
• How is Outreach harnessing the skills from their team and distributing through content? 
• How is account-based sales and account-based marketing being used by the Outreach team?  
• Which online resources does Julianne rely on?

3 Key Points:

1. Outreach provides content to help buyers understand the value that they bring and this is done by educating the market on what sales engagement is all about.
2. Be able to find out where your sales reps are failing and where their sales funnel may be broken by understanding when your buyers are most likely to pick up the phone, and who is most likely to be a buyer.
3. It's important to have an omni-channel approach to content because people consume content differently.

Resources:

• Julianne Thompson: Linkedin
• Outreach: outreach.io
• Sales Hacker: saleshacker.com
• AA-ISP: aa-isp.org
• Motion: motionagency.io/ultimate