After starting out three years ago as a small satellite event during Dreamforce, the Ops-Stars Conference has quickly grown to attract more than 1,500 attendees, 40 sessions and 26 sponsors. Hosted by LeanData, the event has become the lead forum for B2B executives who are either in an Ops role, looking to hire Ops roles, or those simply looking to optimize how the role functions within their organization.
The role of Sales Development Representatives (SDRs) has shifted from the cold-calling days of the past into a multi-channel juggling act. Successful SDRs are able to deliver personalized experiences across channels and leave prospects with a favorable, first impression of their organization. B2B brands such as Terminus, EverString and Dynamic Signal are leveraging SDRs to humanize their marketing efforts and drive customized conversations across new channels, such as video. The results speak for themselves with some companies seeing as much as a 215% increase in response rate.
As the maturity of account-based strategies within the B2B marketplace continues, practitioners are finding that a unified organization around account frameworks and goals consistently leads to more authentic relationships with current and potential customers.
This was the main topic of discussion amongst attendees and speakers at the 9th annual #FlipMyFunnel Conference in Boston. Speakers and industry thought leaders agreed that while the tech landscape enabled many practitioners, it also prevented many from offering authentic, human-like customer experiences. The adoption of account-based strategies has helped organizations begin to reassess their go-to-market strategies to increase efficiency.