The Art and Science of Building the Perfect Named Account List

Presented by

Jennifer Pockell-Wilson, VP Marketing & Demand Operations at Demandbase

About this talk

B2B companies recognize they’re most likely to sell to the accounts that fit the profile of their current customer base. To continually improve quality lead generation, it’s critical to identify the distinguishing characteristics of these customers -- especially because they aren’t always an enterprise’s biggest customers with the most impressive logos. Jennifer Pockell-Wilson, VP of Marketing and Demand Operations at Demandbase, shares tips and tricks on how to build a target account list that both sales and marketing will love. Avoid the pratfalls of list building by focusing on your corporate “sweet spot” – the companies most likely to become revenue. About the speaker: Jennifer Pockell-Wilson leads the demand-focused marketing teams and demand operations at Demandbase. She is passionate about aligning sales & marketing toward common goals through the coordination of language, systems and process. Before joining Demandbase, Jen was the Senior Director of Global Marketing Operations at Polycom and has also spent time at Hyperion, PeopleSoft, Ernst & Young LLP and Lotus Development.

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