#73: Part 2 - How sales can 5x their success using marketing intent data

In part two of this sales and marketing alignment series, Ryan is joined by Joe McLaughlin to dive deep into the tech stack that powers RocketSaaS’s ABM and intent data-driven sales outreach. They break down how they use tools like ZenABM, Clay, HubSpot, and RightBrain to automate data enrichment, create buyer-specific outreach flows, and improve SDR effectiveness. This episode is perfect for SaaS sales teams looking to implement a data-driven approach to prospecting and maximize the value of their tools without wasting time on manual admin.

Takeaways:

• Use ZenABM to track and categorize LinkedIn ad engagement — categorize accounts based on interest level (e.g., "hot to trot")
• Clay helps enrich data and find the right contacts (e.g., finding the right decision-makers and adding them to your outreach)
• Integrate LinkedIn ads with HubSpot for better visibility and automatic account syncing
• First-party data (site visits, engagement) + third-party intent data (funding, hiring) helps prioritize outreach
• Use RightBrain to send AI-driven personalized outreach (like website audits) to engage cold accounts
• Develop a multi-layered outreach strategy: automated outbounds for early-stage leads and personalized engagement for high-priority accounts
• Automation is key: Let your tech stack do the heavy lifting, so SDRs focus on high-value tasks

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Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

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