In part two of this sales and marketing alignment series, Ryan is joined by Joe McLaughlin to dive deep into the tech stack that powers RocketSaaS’s ABM and intent data-driven sales outreach. They break down how they use tools like ZenABM, Clay, HubSpot, and RightBrain to automate data enrichment, create buyer-specific outreach flows, and improve SDR effectiveness. This episode is perfect for SaaS sales teams looking to implement a data-driven approach to prospecting and maximize the value of their tools without wasting time on manual admin.
Takeaways:
- Use ZenABM to track and categorize LinkedIn ad engagement — categorize accounts based on interest level (e.g., "hot to trot")
- Clay helps enrich data and find the right contacts (e.g., finding the right decision-makers and adding them to your outreach)
- Integrate LinkedIn ads with HubSpot for better visibility and automatic account syncing
- First-party data (site visits, engagement) + third-party intent data (funding, hiring) helps prioritize outreach
- Use RightBrain to send AI-driven personalized outreach (like website audits) to engage cold accounts
- Develop a multi-layered outreach strategy: automated outbounds for early-stage leads and personalized engagement for high-priority accounts
- Automation is key: Let your tech stack do the heavy lifting, so SDRs focus on high-value tasks
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Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/
Send podcast guest pitches to: info@rocket-saas.io
