Flowster Live Demo https://flowster.app/live-demo/ Episode Highlights [03:03] — About Airborne and the B2B Tech Landscape Lee is the co-founder of AirborneApp, a sales engagement platform built for lead generation in marketing agencies. They help marketing agencies manage their outreach. Unlike
Upload Date: Jun 29, 2021
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Flowster Live Demo https://flowster.app/live-demo/ Episode Highlights [03:03] — About Airborne and the B2B Tech Landscape Lee is the co-founder of AirborneApp, a sales engagement platform built for lead generation in marketing agencies. They help marketing agencies manage their outreach. Unlike other sales engagement platforms, AirborneApp is built for agencies. Unless you’re into B2B tech, it can be hard to differentiate products in the market these days. More businesses are now focusing less on automation to reach a high volume of people to narrow down on single accounts. [07:21] — Making the Processes Systematic for Agencies When they started AirborneApp, they interviewed around 100 customers. They found that agencies had trouble managing so many things all at once. Because products in the market were geared towards individual reps, there was no one system for any agency. That was the problem that Airborne wanted to solve. They also noticed that agencies wanted to create their own tech. So, they allowed agencies to license Airborne tech and build whatever they want on top of it. [12:36] — Best Practices in B2B Demand Generation Have a playbook and know what your playbook looks like. Know where your prospects are hanging out and how they’re going to respond to you. Try a little bit of everything to know what works best for you. Your process is more important than your channels when it comes to B2B demand generation. They also ask experts in B2B demand generation to write for them, which results in leads. [18:38] — B2B Demand Generation Pain Points The biggest problems are: getting into their prospects’ inbox, managing the deliverability of their messages, and running out of the right prospects to sell to. [20:44] — Channels that AirborneApp Covers Email, phone, and LinkedIn are their primary touchpoints. They don't use Instagram or Facebook for communication. LinkedIn is a manual step, meaning that they don't do automation on their AirborneApp per se. They don’t want to deal with the headache of tweaking their system every time LinkedIn cracks down on automation. [29:15] — CRM vs. Sales Engagement CRM is about actively managing a client, whereas sales engagement is about how you get a client. With AirborneApp, a client can bring all of their prospects into their system, and it'll take only around 30 minutes to set up and send emails to all of these prospects. Sales engagement platforms are useful for reaching prospects who have yet to opt into your marketing. [34:20] — Automation and Sequencing Lee recommends sending out only a few hundred emails per day. Doing this allows you to change your messaging and pause your sequence if the campaign is not working. Understand why people do not respond to you so you can nurture them into another campaign. [37:20] — Lee's Formula for B2B Demand Generation Success Lee shares their playbook involving emails, phone calls, LinkedIn connection requests, and a piece of content. Listen to the full episode to hear how they tie together! This strategy earns them 15 to 20 meetings in a week. B2B demand generation playbook works very well for them because they target a niche. They only message people whose problems they know they can solve. [40:37] — Why Agencies Use Airborne AirborneApp generates agencies’ reports with just one click. It saves precious hours and allows agencies to have a high level of visibility to their clients. They focus on one customer at a time, helping them with their problems before expanding to other market areas. [46:45] — Inbound and Outbound Strategies, What’s Next for Them Lee’s team started making content a while ago, believing that it will pay in inbound leads in the long run. But since they’re still starting, they recognize that they still need outbound marketing. Ultimately, business is about people. It's about your mission, vision, and values. Even a lean team like Flowster can benefit from the services of AirborneApp. They are planning to expand their services to sales teams.