Become a force multiplier for enterprise sellers
Create leverage with account-based marketing. Assist sales in developing, accelerating, and closing big deals in Fortune 1000 companies.
I do ABM (account-based marketing)
I am an account-based marketing expert and practitioner, building ABM programs and teams as a full-time marketing leader in startups and Fortune 1000 companies. I focus on breaking into and growing revenue in the enterprise markets across industries. I work directly with account teams, who pursue and close opportunities ranging from $100,000 and up. I also advise and consult late-stage startups in account-based marketing, revenue operations, and sales enablement.
Develop a go-to-market strategy for named accounts to book revenue faster
What I do differently
My ABM philosophy is that ABM is not just an integrated marketing campaign across channels with personalized messaging per account group. Nor is it a box of chocolates or some other marketing swag mailed to a prospect. In my view, ABM is a thought-through, strategic, cross-functional initiative that requires a deep understanding of the initiatives, goals, buying team, and political situation within your accounts and impeccable, coordinated execution by marketing, business development, sales, and customer success.
Selling to Fortune 1000 companies is a complex process that requires specific expertise and experience where you need to deliver valuable interactions tailored to solve different issues for the decision-makers on the buying team. Those issues cannot be assumed, but rather need to be discovered through dedicated intelligence gathering. Moreover, enterprise deals involve the c-suite, which must be influenced directly and indirectly through others within their organization, which may require influencing hundreds of people. Furthermore, those deals require buy-in from multiple stakeholders.
This is where high-quality account-based marketing comes to the rescue. First, it can uncover the required context through a series of account intelligence programs and proactive, outbound interactions across the entire buying team. Second, it can deliver the right information to hundreds of buyers in a consistent, personalized manner on behalf of sellers. Thus, account-based marketing facilitates rich conversations with the right people for the sales team and provides multi-threaded account engagement, which would be challenging, and, in some cases, impossible, to do for each enterprise seller on their own. In short, high-quality account-based marketing creates leverage for enterprise sellers. This leverage results in an accelerated sales process, with more revenue booked.
ABM motions focus on 4 plays
Pipeline acquisition
Break into net new accounts. Build relationships with the right contacts, discover opportunities, and book meetings with key decision-makers.
Pipeline acceleration
Accelerate open opportunities. Re-engage contacts and decision-makers across the buying team in accounts where deals seem to have stalled.
Pipeline expansion
Upsell, cross-sell, and break into new organizations within your customer accounts.
Pipeline winback
Revive lost deals.
What sales teams I worked with say
“Yulia provided account-based marketing (ABM) support for my team of global sellers. She was a strategic marketing partner and a valuable asset to my team. Yulia's strategic thinking, systematic execution, and persistence to deliver results earned the trust of her sales partners, marketing peers, and senior management. She built an inventory of exclusive ABM services, which helped my team break into new accounts, and reframe our value conversations with existing accounts.”
— Brett Emsden, District Sales Manager“Yulia a true leader in the ABM space. She is very pragmatic in her work, is a team player, and gets things done. I highly recommend her as she is extraordinarily creative in developing personalized engagement tactics and content for c-suite executives. Her abilities greatly helped me build key relationships within my accounts. It was a true pleasure to work with her!”
— Tommy John, Global Account Manager
“Yulia gets sales. When our target customer profile changed from mid-market to enterprise, Yulia changed her team operations and focused on lead generation to support account-based selling within two weeks. She developed a detailed ABM playbook around all marketing and sales touch-points so that we could execute in moving those accounts forward as one team. Yulia is a solid partner to any sales team because she cares about delivering quality results and is willing to do whatever it takes to get there as a team.”
— Stephanie Ageno, Enterprise Account Executive“Yulia is a world-class account-based marketer and a tenacious advocate of value-based selling. She understands both the tactical and strategic aspects of enterprise sales, and partners well with sellers, marketers, and executives alike. Yulia has partnered with my team to orchestrate high-touch ABM campaigns directed at c-suite executives, as part of the ABM strategy she developed for Palo Alto Networks' top global accounts. Yulia's talent is rare and delivers results.”
— MK Palmore, Chief Security Officer
What is my process?
I follow the ITSMA process, enhanced by the practical tools I developed over the years while building, launching, and running ABM programs in startups and Fortune 1000 companies. Since ABM is my full-time job, I constantly optimize my approach to each step of the ABM process and grow my toolkit of solutions from every success and challenge I encountered. Working with me would save you time, money, and the pain of learning from your own experience, and you will get the full credit and glory for the revenue growth you create for your organization.
How we can work together
On-demand call
Need an experienced outside perspective on anything ABM-related? I provide on-demand 60-minute consultations on all aspects of account-based marketing, from the creation of pilots to scaling ABM as a separate function. It is an ask-me-anything expert call where you get specific advice. Common conversation topics include:
Building a business case for ABM
Developing and sourcing an ABM budget
Selecting a marketing technology vendor
Building an ABM team
ABM a-la-carte
To marketing teams who decided to invest in account-based marketing and need expert help to ramp up fast instead of through trial and error, I offer a-la-carte ABM services:
ABM business case development.
Account selection for 1:1, 1:few, 1:many plays.
ABM workshop for the account teams.
Development of ABM strategy with sales and marketing plays.
ABM content production.
ABM metrics and dashboard development.
ABM program execution oversight.
ABM team
I help both build and grow ABM teams from the ground up and scale them to a global ABM function that can service hundreds of accounts. Common services include:
Hiring full-time ABM marketers.
Sourcing agencies and contractors.
Managing the ABM team.
Scaling the ABM team.