GTM Science - A show for GTM and RevOps leaders Combining Inbound and Outbound for the Most Effective Customer Gen Strategy with Jim Wilson
In this episode of The RevOps Corner, host Eddie Reynolds speaks with Jim Wilson, partner at Costanoa Ventures, about blending inbound and outbound strategies to build an effective pipeline for B2B SaaS companies. They discuss definitions of inbound and outbound, account-based marketing (ABM), the importance of prioritizing quality over quantity, and how to balance experimentation with established practices.
Jim emphasizes the value of salespeople owning their prospecting methods and integrating automated tools and content strategies. They share insights on engaging potential customers and refining lead assessment techniques, highlighting the art of selling alongside digital tools and processes.
Jim is always happy to take calls or inbounds from great salespeople. You can reach him on LinkedIn or by email at jim@costanoa.bc
00:00 Introduction
01:22 The Role of ABM in Outbound Marketing
03:49 How Early-Stage Companies Should Experiment
06:23 Content Creation and Lead Qualification
09:01 How to Define Inbound Qualified Leads
14:37 The Importance of Sales Prospecting
20:19 Strategies for Combining Inbound and Outbound
27:24 Combining Different Types of Buying Signals
28:06 The Role of Salespeople in Targeting Accounts
29:13 Automation and Human Touch in Sales
30:46 Scoring and Prioritizing Accounts
32:55 Integrated Sales Strategies
33:08 Using a Pod Model
35:01 Leveraging LinkedIn and Social Media
42:19 The Power of Referrals and Warm Intros
45:02 The Art of Selling in a Tech-Driven World
48:13 Conclusion and Final Thoughts
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