In this episode of "Predictable B2B Success," Vinay Koshy delves into an insightful conversation with Elevate.io's experienced CEO and founder of Elevate.io, Gary Garth. Get ready to explore the dynamic world of account-based selling and marketing, where Gary emphasizes the need for a personalized, multi-channel approach. Discover how Gary's company utilizes strategic gifting, personalized emails, events, and a monthly newsletter to engage prospects and build lasting relationships.

Gary Garth's wisdom extends to nurturing relationships and building goodwill rather than focusing solely on conversion rates. Uncover the importance of removing distractions and gaining a fundamental understanding of customers before implementing tools or platforms. Gary's deep expertise in sales and marketing shines through as he highlights the need for proper attribution, reporting, and measuring of sales and marketing activities.

The conversation also delves into strategies for enhancing collaboration between sales and marketing teams, hiring the right talent, customer retention, and the significance of a structured referral approach. Whether you're a seasoned professional or just starting in the industry, this episode promises to ignite your curiosity and provide invaluable insights into building a successful B2B sales strategy. So, tune in and let Gary Garth guide you toward predictable B2B success!

Some areas we explore in this episode include:

• The personalized, multi-channel approach in account-based selling and marketing
• Use of strategic gifting, personalized emails, events, and a monthly newsletter for engaging prospects
• The need for a more personalized and effective process with IP tracking and relationship-building
• Measuring various sales metrics to optimize performance, including email outreach campaigns, reply rates, meeting bookings, and call volumes
• Proper attribution, reporting, and measuring of sales and marketing activities requiring a CRM that integrates with relevant tools and sources
• Misalignment between sales and marketing teams and the need for collaboration and integration between the two
• Hiring individuals with the right attitude and attributes and providing support and a clear career path for new hires
• The importance of structured approaches for referrals, with recommendations for requesting referrals and capturing customer stories effectively
• The significance of retaining customers and increasing customer satisfaction levels for business growth
• The importance of systems, tracking attribution, hiring, and training for sales success
• And much, much more...