If you are an executive at a larger organization, you may be very familiar with the disconnect between sales and marketing. Marketing talks about leads and lead generation, sales tends to talk about target accounts and outreach to close those target accounts.
You may have encountered issues with deals getting lost when people make calls without knowing if those leads are already a target account, if they are already a customer, or if a deal is already being worked on.
Dan Ziman, CMO for Lean Data explains how LeanDataInc.com solves that problem using their software. Lean Data helps companies with their account based sales and marketing strategies, specifically on Salesforce.com.
Listen now and you'll hear Dan and I talk about:
(01:00 )  Introductions
(04:30 )  What are some of the problems you help your clients solve?
(09:30 )  How does your software help to solve target account selling problems?
(12:00 )  What size of companies suffer from these problems?
(15:40 )  How did your company get its first dozen customers?
(18:40 )  How did you build your target account list?
(20:30 )  How did you make contact with the people on your list?
(23:00 )  How did you have interns do 2nd level validation?
(26:00 )  What are some things that people could do to better use their CRM?
(36:00 )  What is round-robbining lead management and what are some challenges with it?
(38:00 )  How much does your product cost?
More About This Episode
The Groove Digital Marketing podcast is the podcast for entrepreneurs  who want to discover how to use online marketing and sales automation tactics to massively grow their business. It's designed to help entrepreneurs discover which proven tactics and strategies  are working most effectively today - all from the mouths of expert entrepreneurs who are already making it big.
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Transcript
Trent:
Hey there bright idea hunters. Welcome back to episode number eighteen of the Groove Digital Marketing podcast. I'm your host Trent Dyrsmid and this is the podcast where we help marketing executives to discover ways to use digital marketing and marketing automation to dramatically increase revenue.
So if you are a marketing executive and you would like to hear proven tactics from other marketing executives this is the podcast to listen to. The way that I do that of course is I bring on your peers and get them to share with you and I exactly the strategies and tactics that they are using to achieve extraordinary results.
So my guest in this episode is a fellow by the name of Dan Ziman. Dan Ziman is the Chief Marketing Officer for a software company by the name of Lean Data. So if you are an executive at a larger organization you may be very familiar with the disconnect between the sales and marketing department. Marketing talks about leads and lead generation, sales tends to talk about target accounts and outreach to close those target accounts.
And there is a big problem that can happen, especially in larger organizations when leads start coming in from all of the marketing department's activities and they get passed over to the sales team; people start making calls without knowing if those leads are already at a company a.k.a. a target account that is maybe already a customer or a deal is already worked on and so people end up stepping on each other's toes or opportunities are lost.
There's all sorts of room for error in that situation. So we are going to talk about how Lean Data goes about helping their customers to solve that problem using their software. We are also going to talk about how they have grown their own company. We are going to talk about how they got their first few dozen clients. They are only a two and a half year venture backed com...