In this episode of The RevOps Corner, host Eddie Reynolds speaks with Jim Wilson, partner at Costanoa Ventures, about blending inbound and outbound strategies to build an effective pipeline for B2B SaaS companies. They discuss definitions of inbound and outbound, account-based marketing (ABM), the importance of prioritizing quality over quantity, and how to balance experimentation with established practices.

Jim emphasizes the value of salespeople owning their prospecting methods and integrating automated tools and content strategies. They share insights on engaging potential customers and refining lead assessment techniques, highlighting the art of selling alongside digital tools and processes.

Jim is always happy to take calls or inbounds from great salespeople. You can reach him on LinkedIn or by email at jim@costanoa.bc

00:00 Introduction

01:22 The Role of ABM in Outbound Marketing

03:49 How Early-Stage Companies Should Experiment

06:23 Content Creation and Lead Qualification

09:01 How to Define Inbound Qualified Leads

14:37 The Importance of Sales Prospecting

20:19 Strategies for Combining Inbound and Outbound

27:24 Combining Different Types of Buying Signals

28:06 The Role of Salespeople in Targeting Accounts

29:13 Automation and Human Touch in Sales

30:46 Scoring and Prioritizing Accounts

32:55 Integrated Sales Strategies

33:08 Using a Pod Model

35:01 Leveraging LinkedIn and Social Media

42:19 The Power of Referrals and Warm Intros

45:02 The Art of Selling in a Tech-Driven World

48:13 Conclusion and Final Thoughts

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Combining Inbound and Outbound for the Most Effective Customer Gen Strategy with Jim Wilson

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