The Revenue Formula WTF is nearbound? (With Jill Rowley, GTM Advisor at Stage 2 Capital)
19 snips
Jan 18, 2024 Jill Rowley, GTM Advisor at Stage 2 Capital, discusses Nearbound and its benefits, emphasizing the importance of relationships with existing customers. They explore the evolution of marketing automation, buyer behavior, and the concept of social selling. The podcast also touches on the demand waterfall, partner-led motion, unlocking customer data, and the components of Nearbound like partnerships and communities.
AI Snips
Chapters
Transcript
Episode notes
Early Career At Eloqua Shaped Her POV
- Jill joined Eloqua as employee number 13 after selling at Salesforce and discovered marketing as her buyer domain.
- She calls herself a sales professional trapped in a marketer's body and learned by doing the work she now evangelizes.
LinkedIn Sparked Her Social Selling
- Jill describes discovering LinkedIn early and using it as a people database rather than a resume site.
- She used LinkedIn to find multiple decision-makers and expand her 'surround strategy' inside accounts.
External Ecosystem Drives Buying
- Buyers are influenced heavily by external ecosystems: vendors, communities, podcasts, and analysts.
- These external influences shape awareness and purchase decisions outside a vendor's four walls.