Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
Taking ABM to the Next Level
196 Plays2 years ago
Is Account-Based Marketing (ABM) part of your current sales and marketing strategy? Or maybe you’re considering implementing it into your process? You’ve probably heard a lot about ABM; however, we are going to take a slightly different look at it to help you take your ABM efforts to the next level.
On this episode, we chat with Billy Bateman the Co-Founder of ChatFunnels, a digital conversation analytics and optimization solutions provider. He has a background in digital marketing, business operations, and entrepreneurship.
In this episode, Billy shares ways to improve your ABM efforts:
- How to organize your sales and marketing teams to work together as a single ABM team with a single purpose and how to clearly define roles and shared metrics.
- Tips for building your Ideal Customer Profile (ICP) to ensure both sales and marketing are on the same page.
- How sales and marketing should work together to perfect messaging and promotion/outreach.
- How to make the handoff from marketing to sales work.
- How to manage the process when you have disparate systems.
- How to ensure the marketing goals support the sales goals and address the misalignment of goals that create friction between the two teams.
Want to connect with Billy?
- Connect with him on LinkedIn
- Website - ChatFunnels
About The B2B Mix
The B2B Mix Show with Alanna Jackson and Stacy Jackson is brought to you by The B2B Mix agency. Need help with your B2B online presence? Let’s talk!
Connect with us on social media:
The B2B Mix Show — Twitter, Instagram, LinkedIn, Facebook
Recommended
Transcript
Introduction to B2B Marketing Strategies
00:00:00
Speaker
Welcome to the B2B Mix Show with Elena and Stacey. Each week, we'll bring you ideas that you can implement in your own marketing strategy. We'll share what we know and advice from industry experts who will join us from time to time here on the show. Are you ready to mix it up? Let's get started.
What is Account-Based Marketing (ABM) and How is It Evolving?
00:00:19
Speaker
Hey guys, and welcome to another episode of the B2B make show. Today we are talking ABM and I know what you're thinking. You're like, Oh my gosh, another podcast about ABM. Oh no, no, that's not where we're doing. Yes. We're talking about ABM, but we're talking about taking your ABM to the next level. Okay. So we're talking about sales and marketing alignment within your ABM process.
00:00:41
Speaker
so that you will have a more successful go at it with ABM.
Digital Marketing Insights with Billy Bateman
00:00:46
Speaker
There's a lot of pieces that you might be missing with this, so stay tuned and listen up because we're going to be talking to Billy Bateman, who is the co-founder of ChatFunnels. That is a digital conversation analytics and optimization solutions provider. He has a background in digital marketing, business operations, and entrepreneurship.
00:01:05
Speaker
He grew up in Idaho and he graduated from Brigham Young University and has a master's of business administration from Boise State, Iowa, from Boise State University. He is an avid outdoorsman and enjoys fishing and hunting. All right, Billy, thank you so much for joining us on the B2B make show. We are excited to have you on and talk about some ABM stuff. So thank you for joining us. Yeah, really excited to be here and be on the show with you ladies.
Why Align Sales and Marketing for ABM Success?
00:01:33
Speaker
So sales and marketing alignment has always been a big conversation, but it's even more important with ABM. So let's talk about how do you start the foundation to get that right? How do you organize your sales and marketing teams to work together as a single unit to make ABM successful?
00:01:53
Speaker
Yeah, I think there's a few things you have to do. So the first thing is at the leadership level beyond like, it's easy for me as like a founder to be like, hey, we're going to do this. But you have to go down to who's running marketing, who's running sales, or, or perhaps, you know, maybe a click down depending on your organization size.
00:02:12
Speaker
But you have to get your two leaders on board and on the same page, first off. One of the conversations I remember, we're small enough that, hey, I have one guy who runs the whole sales team, one guy who runs the whole marketing team, and essentially everyone on those teams reported to them.
The Role of Leadership in Sales-Marketing Alignment
00:02:30
Speaker
And when we started out doing our own, we call it account-based engagement, but it's just an iteration of an ABM.
00:02:41
Speaker
Sales, Steve and Pete were definitely not on the same page. Pete was like, hey, I'm going to go. I'm going to run. Here are my target accounts that I think match our ICP. I'm going to start with our email blast and all of our play. And then Steve had a whole other play where he'd made his own list. And he was like, hey, we're going after these accounts on our own. And I saw that was happening pretty quickly.
00:03:08
Speaker
And we sat down with them and I was like, guys, we've got to get on the same page. And so they have a meeting once a week now, essentially, just to go over everything account-based engagement related and what we're running.
How Does ChatFunnels Use Data for ABM?
00:03:24
Speaker
So the first thing is you've got to get your leadership on board with doing that. And then you've got to define things to make sure you guys are operating on the same level. So how are we going to choose the accounts that we go after?
00:03:36
Speaker
And then can we agree on the accounts that we're really targeting and going after? You've got to get those two on the same page. And that comes down to, we'll probably talk about how do you define an ICPU a little later. Because that could be a whole podcast all on its own if you really want to dive into that.
00:03:55
Speaker
But then just making sure you agree on the list, I think it's the biggest thing and how you arrive at who goes on the list. So one of the things that we do is we have an ICP and we're a software company and my biggest role is running our product. And I can say, hey, here's our problem. We can run a lookup and say any time a company who matches our ICP comes to the account and
00:04:23
Speaker
and does some actions that make it look like, hey, there might be some buying intent, we automatically add those into our new target list. Because it's like, dude, rather than just say, hey, this is who we want to sell to, we know somebody's got some interest, and we can start working that right away. Maybe they're very early in the buying process, but still, that's much better than us just going through a list and saying, I think these guys fit the bill. Let's go after them.
00:04:53
Speaker
Um, cause you don't know where they are. Like they could be in a three year contract with your competitor. And it's like, yeah, we love you, but, uh, you know, buy us out of our three year contract and usually the answer is like, yeah, yeah, no.
00:05:07
Speaker
It's like, let's talk in a year, and maybe we'll buy you out of the last year. Word will get around. Everybody will be like, buy us out of our contract. Yeah. Yeah. Yeah. It's like, that's a slippery slope right there. But getting them on the same page really comes down to alignment and making sure you are consistent with that. So we've all started the programs, and it's like, OK, we're all going to do this, whatever it is, as an organization. And you have it at your quarterly or annual kickoff, and then
00:05:36
Speaker
In three months, it's like, are we still working on those goals? It's easy to get distracted by new things happen every day. And so just making sure, hey, we know what the rules are, what we're going after together, and we're consistent in following up. And if we are going to adjust, we're all in agreement on this is how we're going to adjust.
00:05:58
Speaker
It's almost like you need to ensure you've got some good change management in place to follow up and keep people engaged and interested. Yeah, especially if it's something new. The follow-up has got to be key with anything.
Overcoming Resistance in Sales Alignment
00:06:12
Speaker
Even if you've been doing it for two years and all of a sudden you stop your weekly meetings and your follow-up and reporting, it's not going to go the way you want it to go anymore. Yeah.
00:06:23
Speaker
And you had mentioned there was, they kind of at first still kind of did their own thing. What do you think that resistance, what was the resistance that was happening there do you think?
00:06:35
Speaker
I don't know if there was, just talking about our organization, I don't think there was any resistance. I think it was, they just wanted to get things done. There's like, hey, this is what I know. Yeah, this is, people like to be busy. We all like to be busy and sometimes it's better if you're like,
00:06:57
Speaker
maybe you're just not as busy, but we're doing the right things. And it takes some time to get people okay with that. These guys don't work hard, but you got to get them on the same page. And it can be tough because when you're relying and waiting on other people, it just slows things down. And luckily, the guys that we have in those roles really
00:07:21
Speaker
Their default is action like they don't sit around planning forever they just hey i'm gonna go i'm gonna do yeah you know i see you now my hammer.
00:07:31
Speaker
And it just takes some time to get them on the same page. And when we've talked to customers, part of what we feel our product really does is really help get sales and marketing on the same page in terms of ABM. And as we were developing it, we talked to a lot of customers that were running ABM plays. And they would say marketing was usually all in. They're like, hey, we're running, whether it's display ads or email campaigns or mailers or all of the above, whatever it might be.
00:08:01
Speaker
Um, they were all in and then we'd ask them, okay, so you're running all these plays seems like it should be working, but how is sales using the information that you give them and how are they engaging? And more often than not.
00:08:16
Speaker
it was kind of, you know, like they're kind of picking things up. They're not fully doing what marketing would like them to be doing. And so you've just got to like from the very top, make sure it's a priority and that everybody knows it's a priority. Otherwise it's just not gonna work, you know? It's too easy to go and do your own things and account-based marketing to make it really work.
Defining the Ideal Customer Profile for ABM
00:08:44
Speaker
sales and marketing really have to be on that boat row in the same direction. And I'm sure that that's where a lot of people struggle is because you're so used to running your team and these teams separately. And you're just, you're going, going, going, getting things done. And you don't want that bottleneck of having to wait on somebody else to get back to you for something. And that makes it a struggle. But once you get past that and kind of get a process in place, it runs more smoothly. For sure.
00:09:14
Speaker
So earlier you mentioned ICP. So yeah, let's talk about your ideal customer profile. What is it that you people should do? Do you have some tips that people should do when building their ICP? Their sales and marketing are on the same page.
00:09:30
Speaker
Yeah, yeah, I do. I do have some tips. So first, like, I think most companies when you ask them what their what their ICP is, it really is just like, it is just an idea. It's an idea more than anything. They, they know, like, hey, the CEO or leadership has told us
00:09:48
Speaker
This is who we sell to. But I think you need to take a step back and you actually need to look at the data. Unless you're a brand new startup that doesn't really have any customers, you need to go and look at who are your customers, who's bought from you in the past, and not only who's bought from you, but who's sticking around and having success and turning into your evangelist. You need to look at those businesses
00:10:14
Speaker
that you're working with and then go and look at the data around those businesses to say, okay, what is making them successful using our products or services? Why are they such a great fit for us? And looking at things like, I mean, every business is going to be a little bit different, but here are just some of the things we suggest you look at. One is location, you know, where are they located? Because
00:10:38
Speaker
You may get a lot of traffic from India and the Philippines, but you don't have any customers over there. They're just having information. Also, what industries are they in? If you've got sub industries within that, drill down to that level even. Then how big are they from an employee account, from a revenue account, maybe there are some trends there. There may not be trends in all of these things, but you'll start to see some for sure. Then also,
00:11:08
Speaker
I look at things like like
Crafting Personas and Messaging for ABM Success
00:11:10
Speaker
if your technology company what technologies are they using you know are they if you integrate with sales force are they are they sales force company or are they a hub spot company look at the technologies they're using that that may play a role in what you're doing.
00:11:26
Speaker
And then going to click down, those are things you can easily go to a Zoom info on Apollo, something like that, and throw in a list and just say, hey, do they match? Or even just create a filter and say, hey, this is what I think the ICP is. But there are going to be other things that are going to be a lot harder to get that you're probably going to have to rely on the sales team to do a little fact finding. Even if they match your perfect profile, let's say you sell to North America,
00:11:54
Speaker
Usually other technology related companies that are doing somewhere between five and fifty million in revenue but it could come down to okay.
00:12:05
Speaker
Like for us, if they don't actually use the website as a means for generating new business, they can match all those other things, but we're not gonna provide enough value for us to move them either. They may even sign up, but you just know, unless it's like, okay, now we are gonna really use the website to generate new customers, they're going away. At some point, they're going away.
00:12:30
Speaker
Also, if you sell to team sizes, like you sell into sales, you sell into marketing, customer success, you may want to know how many people do we have in those organizations? Because if they're too big or too small, it just may not be a fit for us. And some of those things, you're going to have to have sales do a little snooping. You're not going to be able to just easily throw it into a database and know, hey, they've got 15 people in CS.
00:13:00
Speaker
and rely on those numbers. So look at those things, but really look at who your current customers are. And more importantly, who your most successful customers are. I think that's a great place to start. Go ahead. I was just going to say that I imagine in addition to ICP, I know you should really work on defining who's in that buyer committee too, the buying committee.
00:13:27
Speaker
Yeah, that's the next thing that we do is we say, okay, you match the ICP, we enroll them. And then I even know that buying committee having different personas on the buying committee and getting those contacts. That's one of the things we also help our customers with.
00:13:44
Speaker
going and saying, okay, here are and I would start as simple as here are decision makers, here are influencers, and, and you're gonna have different messaging for both of those and different plays, like your influencers, you may just like, let's say you're going after this account, you may just put them in a drip email campaign.
00:14:04
Speaker
And the decision makers, you're going to say, okay, next step is we're actually going to put this into a sales lock play and have the team start reaching out proactively over the phone, over the email, and trying to engage those people because they're ultimately going to be the ones who make the decision.
00:14:23
Speaker
But yeah, having those different personas within the committee, and you'll drill down more as you figure it out if you're starting, starting brand new, but, but just I would say, Hey, who are your decision makers? What are their job titles? And then who are usually your influencers? And you can just go back and look at your opportunity data to figure that out pretty easily.
00:14:45
Speaker
And then kind of also one of the things you mentioned was focusing on the different software that they use. I think sometimes we lose track of that because one of our clients is always, well, does it integrate with Slack? And just knowing those different integrations is a huge part of filling out that whole ID, ICP.
00:15:06
Speaker
Yep. Yeah. Like for us, you know, if you use HubSpot or Salesforce, we're, we're like gold, we're great. We have awesome integrations with both of those. Um, we got a whole bunch of other integrations, but usually if you're on one of those two, we know like, Hey, high likelihood, they're going to be successful using the product.
00:15:29
Speaker
So regarding the personas and buying committee conversation, that kind of leads us, we talked a little bit about messaging. How should sales and marketing work together on that messaging? Should sales just be worried about when they actually start talking to people on the buying committee and the decision process? Or should the team work together from top of the planning stage all the way through?
00:15:55
Speaker
I think they should work together all the way through, not that they have to know every detail the other team is doing, but sales should know, like we have an automated play where come to our website, match ICP, show some intent. We put them into some email campaigns that come from the sales team right away.
Importance of Quick Lead Follow-Up
00:16:14
Speaker
And you know like i would mentioned earlier like we just turn that on and sales didn't even know what was being said you know and then when people responded they're like okay now i gotta go back and i gotta see like what was what was the value prop what was what was i pitching them you know so.
00:16:32
Speaker
You got to get them on the same page so they at least know, okay, coming from marketing, here's what they're trying to do. Here's what is expected for me is the most important thing in that process. I feel like if they don't know what it what's expected of them, then it's never going to work like.
00:16:49
Speaker
And I think your SOP for anything that's in an ABM or an ABE campaign should be higher if you're like, it's like, hey, we got to get to the leads within eight hours.
00:17:03
Speaker
if it's a normal lead, but if it's an elite coming out of ABM, it's under an hour, we need to be reaching out to them and making contact. Ideally, it's instantaneously, but making sure they know, here's the expectation, you're tracking that and you're reporting on that as well.
00:17:22
Speaker
So let's kind of shift over to what would be next would be the handoffs, which can be a little bit tricky. So how do you make sure that your handoff from marketing to sales is working? I know that you guys don't really focus on criteria for SQL and SQL. So how do you guys do that? And what kind of advice could you give?
00:17:42
Speaker
Yeah, so we kind of consider everything an MQL until it turns into a sales opportunity is how we operate. But how we operate on that level, the handoff is the most crucial part of this.
00:18:00
Speaker
The sales team, for us, and this is what we advise our clients, is make sure they have that expectation. First, they know what's been going on ahead. Is it a combination of emails, display ads, what is it? And they've got some information about the account. And they know that once they respond and raise their hand and say, yes, let's talk, how soon they're supposed to get back to them. And we report on that and say, OK,
00:18:28
Speaker
Tuesday at 12 p.m. Jim raised his hand and said, yeah, I want to learn more. Well, you've got to tell till 1 p.m. to at least send him an email or made a phone call to him to make that touch. Yeah, to make that touch. So having the expectation of when it goes from marketing has been warming it up to they say, yes, I want to learn more. I want to talk, whatever it may be, how quickly sales needs to follow up and what the follow up should be.
00:18:57
Speaker
you know is it is it a phone call that says hey let's let's just talk right now and answer questions is an email to say okay let's book a meeting and and and meet your convenience like what is that every organization is gonna be a little bit different but you gotta have something defined.
00:19:14
Speaker
Yeah, I think those cadences that you have set for that is crucial, you know, to mix up, you know, a email, a phone call, whatever your touch is going to be. And do you find that there's a certain amount of touch that your team ends up doing versus what is it like the average is like 12 touches for some before you get a positive outcome?
00:19:39
Speaker
Yeah, and we find we're kind of in that same number, you know, you've got to have a certain number of touches and somewhere between 10 and 15 is usually where you've got to end up before it's like, okay, let's talk and let's have a conversation.
00:19:54
Speaker
For our team, one of the things that we found to be really successful is we have a series of alerts based on actions that they take that go to the sales team. Along the way, they're getting updates and when it comes time, they can engage with somebody. They have the ability to engage with them almost instantaneously and say, okay,
00:20:16
Speaker
Let's talk. You're interested right now. I feel like since smartphones have come along, everyone has some level of ADD now. We're all used to notifications. If we want it, we can get it right now on our phone.
00:20:32
Speaker
And so your buyers are the same. And so if you've got their attention, you need to reach out to them right now, whether that's through a phone call, through an email, even if they're on your website, sending them a message from their account executive that's like, I'm Ron. I'm here right now. If you have any questions, let me know. So they can talk to you. They can get their answers before they move on to your competitors.
Tools and Metrics for ABM Success
00:20:53
Speaker
And if your competitors are better at getting a hold of them quick, you put yourself at a disadvantage.
00:20:59
Speaker
Yeah. And especially if you're looking at multiple companies and you're looking at all their competitors and you're doing all your research all at once, and then they call you back another day or two, like who was this again? So you've, you've, they've already forgotten you.
00:21:13
Speaker
I've been there where I'm like, okay, I have a problem. Maybe it's not like a huge budget item, but it's like we need a tool and I'm just going to solve this problem today because I don't want to have to worry about it anymore. If I can get somebody that's like, hey, the price is right, it looks like it's going to work. I don't have to get locked down into a long-term contract.
00:21:35
Speaker
sometimes we'll buy stuff and as quick as a day and just say, okay, let's do it. And I think we're that different from a lot of organizations, you know, they got a problem, they want to solve it, they want to move on. Yep.
00:21:47
Speaker
Definitely. So we talked a little bit about Handoff and some about different tools that work together or maybe don't work together. How do you manage this process when you have these different tools that maybe weren't meant to integrate? Should you look for a single solution or do you think there's
00:22:13
Speaker
an opportunity for different like CRM and a HubSpot or and a chat funnels or whatever to work together. What's the best practices and how do you keep data inconsistencies at a minimum? Yeah, I think you've got it. I'm a fan of using multiple tools. I don't think you should have
00:22:33
Speaker
Some people, it feels like they bought every tool they could imagine. And they're only using some of them and only one or two are well. When we set up customers, I'll talk to our CS team and they're like, yeah, they have everything. And then some people, they have two things that they use.
00:22:52
Speaker
And the answer is probably somewhere in the middle but you gotta have one source of truth and that's what i'm a believer in so. We have a lot of customers that actually use sales force for for their crm and more their source of truth on the sales side and then they use hub spot on the marketing automation side of things.
00:23:10
Speaker
And we see sometimes they do a great job of deciding, OK, here's where everything comes from marketing, and then it flows back into Salesforce. Or they roll it up into a BI tool that is their one source of truth, whether that's like a Domo or a Tableau or something similar. But you've got to have one source of truth. Otherwise, it's not going to work.
00:23:36
Speaker
Whatever that might be now for us we send pretty much everything even from our tool into sales force and that's where we're like okay. We need an answer we go to sales force and that's where you start.
00:23:49
Speaker
But I really think you gotta have the one place where everything rolls into and that you can trust. It can even just be a spreadsheet, you know, a smaller organization. If you're just taking things on a weekly or a daily basis, saying, okay, here's the metrics, we're all putting it in here, but you've gotta have that one place that you can go back and say, this is our source of truth.
00:24:12
Speaker
And having that one source of truth kind of helps you to know if you're hitting your goals. So if you're not aligned with your goals between your two teams, then that's going to create some friction. So how do you make sure that your two teams, your marketing goals support the sales goals?
00:24:29
Speaker
Yeah, for us, when I evaluate marketing, we have a ton of metrics we can track in marketing all the way through the funnel. But the one thing that I care about is new opportunities sourced and created for the sales team and the pipeline number associated with those.
00:24:49
Speaker
If there's problems with that, we go back and we look at the rest of the numbers leading up to it to see, okay, where's our problem? Is it an email issue? Is it a budget issue in ads? What is it? Is it a conversion issue on the website or who we're targeting? But really, the one number that we hold them accountable to is
00:25:14
Speaker
How many new opportunities came from you and were not sourced just from, you know, the AEs reaching out to somebody on their own? And I think that's the best way. That's for us. That's what I found is the best way to do it.
00:25:27
Speaker
That way, everyone knows sometimes it's a hard talk to have in your organization, but everyone's job in the organization is to help drive profitability. Whether that's through acquiring new customers or operating efficiently, everyone's job. The only reason anybody has a job is to drive profitability in an organization.
00:25:52
Speaker
For marketing, the way they do that is help with new sales ops. It's not, hey, we've got a gazillion website visitors this month, or we've got so many downloads. We've got people that say, yeah, I'm interested in learning more, and I'll talk to the sales team.
00:26:07
Speaker
I think one thing, um, at least in my conversations with some people is there's still the inbound mindset of this is the KPI I'm hitting of X leads or yeah, leads downloads of, uh, eBooks this month, but maybe those people are just.
00:26:26
Speaker
wanting to know how to build a widget or market a widget. They don't really care about buying your product. And so that doesn't really help the sales team. And being a marketer for a while, I feel that angst when you say marketers help with the opportunity is like, no, I'm just with leads. But yes, we do need to be moving to that next level of helping generate opportunities.
00:26:52
Speaker
Yeah, I mean, it's not the easiest conversation to have because you're in marketing and you may be tasked with, hey, your job is to drive X amount of downloads, but you got to connect the dot. And if you want to move up, go from just being somebody on the marketing team to being a leader and maybe even a CMO one day.
00:27:14
Speaker
That's what the CEO is going to judge the marketing team on, is how did you help us close new revenue? And so thinking about, okay, I'm driving these downloads of this content, what am I doing within the content to lead them to say, oh, I should talk to the sales team. These guys can help me with whatever problem it is.
00:27:38
Speaker
You gotta be thinking about that or what's the follow-up to this download that helps the sales team get involved. Right, constantly be moving them through the funnel. Yep. So is there any advice you'd like to leave our listeners with on top of what we've already discussed to help them improve their sales and marketing alignment for better ABM or ABE initiatives?
00:28:04
Speaker
Yeah, I would say, I mean, really just recap a little of what we said is if you're going to do it, you've got to get sales and marketing on the same page. And I think some of the things beyond like technologies you can buy, and I think there are like tools like us, we give the sales team a lot of insights into what's going on with their accounts. But
00:28:24
Speaker
Really make sure you're meeting once a week, you've clearly defined who you're going after and why, and then you've got some standard operating procedures where you know, okay, especially on the handoff, when they finally raise their hands and say, yes, let's talk, what's expected from sales, and sales knows what's gone on from marketing leading up to that.
Billy Bateman's Personal Interests
00:28:48
Speaker
So they have a little context, they can opt in quickly and engage people right away.
00:28:54
Speaker
All right. So we have one last question for you. It's a just for fun question. So no pressure. Okay. So if you weren't working with chat funnels, what would be your dream job? My dream job. Um, I think what it would be is I would have my own hunting TV show is what I would have. I grew up, I grew up in Idaho and, uh,
00:29:20
Speaker
I love hunting, fishing, exploring the outdoors. That's what I would be doing is I'd just be out doing adventures in the mountains all over the world. And yeah, I think it would be really fun. Which you have a personality like the crocodile. Maybe after chat funnels, we'll see if Discovery Plus will pick me up. I mean, they're all about the unscripted show. So yeah.
Connecting with the Hosts and Guest
00:29:49
Speaker
We'll have to pump you up on Twitter with them, so we'll put in a good word. I appreciate it. I appreciate it. I think it's a long way off, but one of these days. When I was growing up, this will give my age away possibly, but I used to love to watch that Bill Dance show, you know what I'm talking about? Oh, I love Bill Dance. And I didn't really do a lot of outdoorsy stuff, but yeah. Bill Dance is funny.
00:30:17
Speaker
Well, thank you. Thank you. For anyone that's listening, whether you like fishing or not, you go to YouTube and Google a Bill Dance Bloopers. Oh, man, it's a hoot. I'm going to go check that out then. I'm going to have to do it because I don't know. Oh, you don't? No, I can't.
00:30:36
Speaker
I can't think of who that is. I'll have to go see. So, Billy, how can our listeners reach you or connect with you if they'd like to learn more about IBM or just follow you online?
00:30:49
Speaker
Yeah, yeah. So the best place to connect with me is on LinkedIn. Just, you know, put in Billy Bateman. I'm probably the first one that pops up. If there's another one, just put chat funnels at the end of it. Connect with me on LinkedIn. Send me a message. I'm pretty responsive on LinkedIn. So that's the easiest way. If you want to learn more about chat funnels, you can message me directly or just go to our website, chatfunnels.com.
00:31:15
Speaker
All right, we'll include that in the show notes so that everybody can easily find you and click on it. But thank you so much for joining us and sharing all of your knowledge about ABM with us. All right, thank you.
00:31:27
Speaker
If you want to get in touch with me or Stacey, you can hit us up on social. On Twitter you can find Stacey at Stacey underscore Jax. That's S-T-A-C-Y underscore J-A-X. And you can find me at Elena underscore Jax. That's A-L-A-N-N-A underscore J-A-X. If you're not a fan of Twitter, you can also look us up on LinkedIn. And don't forget to hit that like button and subscribe.