Surround the buyer with a coordinated mix of Digital and Human touches to break down silos and deliver a unified buyer experience

SD360™ is an end-to-end sales development solution that enables you to connect with the right buyers at the right accounts. Paid media, emails, social selling, landing pages, calling and sales sequences are brought together holistically to deliver sales-ready leads, not MQLs for measurable impact.

SD360™ helps you

1. Break down silos, removing inefficiencies and coordinating tactics
2. Activate sales development programs in an agile and scalable way: outbound sales development into signal-led CJO segments, inbound inquiry qualification, event recruitment / follow-up
3. Engage decision-makers that are WFH
4. Fill urgent pipeline gaps by delivering sales-ready leads, not MQLs
5. Uncover real-time sales intelligence for immediate follow-up or nurture
6. Track and report engagement through one integrated platform

How does SD360™ work?

Fully aligned with Gartner’s recommended best practices, SD360™ is a Sales Development framework created to address the challenges SDRs and BDRs face today when conducting sales outreach and lead generation on behalf of B2B organizations. These include:

• Identifying the right accounts and decision-makers
• Engaging with decision-makers in the new world of hybrid working
• Providing prospects with the tools to help them make buying decisions and to have the right conversations
• Qualifying buyers so that leads passed to sales convert at a high rate, generating alignment and goodwill between sales and marketing teams

The 5 key factors that have helped us deliver results for our clients are:

1. An obsessive focus on finding data that delivers: every campaign starts with a data workshop, analyzing both 1st and 3rd party data to reveal the best-performing segments based on client objectives
2. A multi-channel approach that combines digital and human channels: each prospect / account buys differently, and may be at a different stage in their buyer journey. Providing a range of different ways to engage (social media, mini-site, emails, calling) and a selection of relevant, targeted assets helps prospects choose their own route to purchase
3. A thorough qualification process including ‘warm handover’ to sales: our goal is for the maximum number of BDR Qualified Lead (BQLs) that we pass to clients’ AEs to be accepted – we often hit over 80%. We achieve this via an end-to-end process comprising in-depth training, a consultative calling approach, and a handover process that always involves a MarketOne BDR, the client AE and the prospect to ensure the real sales conversation starts in the best possible way
4. Detailed reporting and ongoing optimization: a combination of dashboards covering the performance of all channels and weekly calls where conversations that did – and did not – generate leads are discussed ensures full alignment between different stakeholders and facilitates on-the-fly updates to targeting, messaging and assets