B2B Marketing Spotlight: Ty Heath on Optimizing ABM & Social Sales with LinkedIn #mpb2b

Ty Heath is one of those people who's reputation precedes them. I had heard of Ty as a marketing industry speaker and force for change working at LinkedIn before finally meeting her in person. The IRL Ty experience did not disappoint. Each time I meet with Ty, ideas pop like popcorn - who needs coffee with such inspiration around what's possible? Currently Ty is Global Lead of The B2B Institute at LinkedIn where she is responsible for scaling education on LinkedIn’s Marketing Solutions product globally. She has previously worked for major brands including IBM, Nestle and over 7 years at Google - plus she’s had her own consultancy. On top of that, Ty is Co-Founder of LinkedIn's annual TransformHER conference, was a contributing author in the recently published books "The Professional Black Woman” and the "Black Female Leader” and author of the book, "Marketers of Tomorrow: A Step by Step Toolkit for Inbound Marketing". Ty was also honored as one of the Top 25 Influential Women in Marketing Who Inspired Us in 2018. One thing you may not know about Ty is that she is a two time Olympic Trials qualifier in track and field for the 800 meters. I’ve known Ty for just over a year - we serve on an industry advisory council for The Digital Marketing Institute together and have many mutual friends and shared interests like B2B marketing, science fiction and brunch. Enjoy the full video interview below: Ty Heath on the Growth of ABM Many folks have been thinking about making account based marketing part of their go-to-market strategy or maybe it's already a part of it. I think the primary reason why that's happening is because buyers expect more. We've all gotten used to the experience that Amazon and Netflix, and other companies have created.

Business buyers expect more personalized attention and customization of content...and account-based marketing is a way to deliver on that. @tyrona

Even though we are in the space of B2B, that experience and those expectations are translating over from B2C. That expectation of personalization and level of knowledge around the buyer's needs. So, I think ABM is in demand more because of changing business customer expectations and account-based marketing is a way to deliver on that. Ty Heath on Alignment Beyond Sales and Marketing: At the core of a powerful account based marketing plan is a team that is invested in sales and marketing alignment. And frankly, when you think about account-based marketing it's not even just about sales and marketing. It's about having your entire team oriented to connect with customers wherever they are in their journey, wherever they touch your business and have them make that the best possible experience. Sales and marketing tend to be the two groups within your business that are most oriented towards having those conversations and having those touch points. Ty Heath on Ann Handley: I've been following her for so long. That's the thing. I'm one of the subscribers to MarketingProfs, but even before that, even earlier in my career as a marketer I read Content Rules. I read Everybody Writes. I've been following her for a long time. I think she is truly a pioneer as a woman in the space of B2B marketing. I think she's an amazing storyteller. Her ideas are clear. She's been an inspiration for me! Thanks Ty!  Bound for B2B Forum: For more information about imagining what’s possible in B2B marketing including Ty Heath's presenation, check out the MarketingProfs B2B Forum conference including agenda, list of speakers (including Ashley Zeckman and myself) and many other fun facts on the B2B Form website here. Also, get $100 off by using this mpb2b discount code: B2BFriends You can find more information about Ty on her website The Spectacled Marketer and follow her on Twitter here: @tyrona

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