Flowster Live Demo https://flowster.app/live-demo/ Episode Highlights [03:03] — About Airborne and the B2B Tech Landscape * Lee is the co-founder of AirborneApp, a sales engagement platform built for lead generation in marketing agencies. * They help marketing agencies manage their outreach. * Unlike other sales engagement platforms, AirborneApp is built for agencies. * Unless you’re into B2B tech, it can be hard to differentiate products in the market these days. * More businesses are now focusing less on automation to reach a high volume of people to narrow down on single accounts.
[07:21] — Making the Processes Systematic for Agencies * When they started AirborneApp, they interviewed around 100 customers. * They found that agencies had trouble managing so many things all at once. * Because products in the market were geared towards individual reps, there was no one system for any agency. * That was the problem that Airborne wanted to solve. * They also noticed that agencies wanted to create their own tech. So, they allowed agencies to license Airborne tech and build whatever they want on top of
[12:36] — Best Practices in B2B Demand Generation * Have a playbook and know what your playbook looks like. * Know where your prospects are hanging out and how they’re going to respond to you. * Try a little bit of everything to know what works best for you. * Your process is more important than your channels when it comes to B2B demand generation. * They also ask experts in B2B demand generation to write for them, which results in leads.
[18:38] — B2B Demand Generation Pain Points * The biggest problems are: getting into their prospects’ inbox, * managing the deliverability of their messages, and running out of the right prospects to sell to.
[20:44] — Channels that AirborneApp Covers * Email, phone, and LinkedIn are their primary touchpoints. * They don't use Instagram or Facebook for communication. * LinkedIn is a manual step, meaning that they don't do automation on their AirborneApp per se. * They don’t want to deal with the headache of tweaking their system every time LinkedIn cracks down on automation.
[29:15] — CRM vs. Sales Engagement * CRM is about actively managing a client, whereas sales engagement is about how you get a client. * With AirborneApp, a client can bring all of their prospects into their system, and it'll take only around 30 minutes to set up and send emails to all of these prospects. * Sales engagement platforms are useful for reaching prospects who have yet to opt into your marketing.
[34:20] — Automation and Sequencing * Lee recommends sending out only a few hundred emails per day. * Doing this allows you to change your messaging and pause your sequence if the campaign is not working. * Understand why people do not respond to you so you can nurture them into another campaign.
[37:20] — Lee's Formula for B2B Demand Generation Success * Lee shares their playbook involving emails, phone calls, LinkedIn connection requests, and a piece of content. Listen to the full episode to hear how they tie together! * This strategy earns them 15 to 20 meetings in a week. * B2B demand generation playbook works very well for them because they target a niche. * They only message people whose problems they know they can solve.
[40:37] — Why Agencies Use Airborne * AirborneApp generates agencies’ reports with just one click. * It saves precious hours and allows agencies to have a high level of visibility to their clients. * They focus on one customer at a time, helping them with their problems before expanding to other market areas.
[46:45] — Inbound and Outbound Strategies, What’s Next for Them * Lee’s team started making content a while ago, believing that it will pay in inbound leads in the long run. * But since they’re still starting, they recognize that they still need outbound marketing. * Ultimately, business is about people. It's about your mission, vision, and values. * Even a lean team like Flowster can benefit from the services of AirborneApp. * They are planning to expand their services to sales teams.