zoë hartsfield 🌊

Apollo.io

Building an executive presence program at Apollo.

Enabling the entire team to become brand evangelists.

Creating sales + marketing content to help our users get the MOST out of our product.

Influencer relationship management.

Content creation. 

Public speaking.

Copywriting.

Sr. Manager, Evangelism & Influencer Marketing

Warmly,

Warmly, is the best way to engage your highest intent leads at the moment you’re most top of mind, while they’re on your website. 

With warmly opps you can not only prospect frequent visitors by piping those contacts directly into your SEP, but now you can enter your buyers the second they’re browsing your highest intent pages. Ping em with a chat, or hop on video in real time. 

I use it in my current role and it’s helped me land some top tier accounts. A formal partnership just made sense. DM me if you want an intro:)

Strategic Advisor

Sendspark

Aligned

Collaborate on content. Offer product feedback. Advise on marketing and brand campaigns. 

Aligned is the first end to end buyer experience platform. By providing sales teams a space to collaborate with their buyers, this mutual action plan platform creates a bespoke buying experience for each individual buyer. 

No more rigid sales process. Just the info your buyer needs, when and where they need it. Can you say, “closed-won?” Good. You’ll need to get used to saying that a lot.

Chili Piper

Make meetings happen.

Chili Piper helps sales teams automatically schedule appointments with leads. Instantly turn inbound leads into qualified meetings. More meetings >>> More Pipeline >>> More Revenue <3

Advisor

Stealth Startup

up the content, community & demand gen functions.
Q1 & Q2 OKRs + Wins:
- 4x inbound traffic
- organized and generated Sales Collateral Library
- guested on 15 podcast + webinars to evangelize the brand
- onboarded tools: HockeyStack, Warmly, Demandwell
- Stood up content calendar
- Stood up product release marketing with CS
- Trained the GTM team on social selling
- Created Community Driven Pipeline Playbook
- Launched Events marketing program hosting in-person and virtual events
- Stood up partnerships program
- Stood up first-ever referral motion (generating 15% of pipeline after 2 months)
- leveraging my personal brand to generate new business opportunities
- Set up GA4 + marketing attribution model
- Generated 50% of pipeline from inbound, content + community
- Generated 39% closed-won revenue from inbound, content + community
- did all of this without ads^ 😏

Head of Marketing & Evangelism

Spekit 🐙

New biz is the name of the game.

Growth Marketing
Demand Generation
Community
Paid Ads
Pipeline Generation & Acceleration

Demand Generation (Growth Marketing) Manager

- generated first ever community influenced pipeline (30+ meetings in 60 days) to help the team hit pipeline goals in Q1
- grew social media (LinkedIn & IG) presence by 50% in first 90 days
- successfully executed series B social blitz and PR announcement first week on the job
- manage customer advocacy campaigns and initiatives
-grew social media following by 105% in 5 months
-increased G2 reviews by 30% in Q2 (took on 2 new leader badges as a result)
-Building our Marketing Advisory Council

More to come:)

Community Manager

Dooly

Sourced and onboarded 10 net new partners in first 90 days. 

Built out tracking/project management flow to store partner data and comms.

Ground up - built and scaled referral program for PLG product motion. Referrals convert at 7x the rate of those who find our site organically. Driving new users and revenue through the referral program.

Community/Partner Manager

BombBomb

-grew social media presence by 25% in first 3 months
-increased avg webinar registration (260%) and attendance (80%)
-guest on podcasts, webinars and LinkedIn Live to further brand awareness and train on video communication best practices
-explore new channels to bring education around video, BombBomb and Human-Centered Communication
-collaborate with content and design team to promote and create engagement around events, webinars and product launches 
-train and equip staff to engage on social platforms and enhance their personal brand
-write, host and Youtube/short-form podcast for the brand

Community Marketing Associate

-generated 3.1 mil in projected pipeline in 6 months
-87% hold rate
-set record for quickest outbound SAO after start date for the team
-writing sales copy & sequencing that incorporates personal video to start conversations and turn prospects into customers
-social media strategy, content creation, demand generation sequencing, data analytics

Business Development Representative- Mid Market

-Leveraged personal relationships to bring on new business
-Top Performer (4/6 months excluding ramp-up)
-Converted leads higher than expectations consistently throughout tenure
-onboarded and trained new reps
-highest hold rate on the team during tenure

***Clearly got bored of not working after one semester and found a new job 3 months later. continued to work full-time and attend college full-time.

BombBomb is helping teams rehumanize their communication by enabling people with easy to use video and tracking for email, text and social. Whether you need better touches with your clients, clearer communication between your remote teammates, or higher conversion rates, video is proven to help. Let us show you how!

Sales Development Representative

T. Rowe Price

Promoted to Specialist shortly after completing licensing. 
Trained and coached new reps. 
Worked 45 hrs + per week while doing school full time.
Had lowest errors on the team.
Was involved in leadership training and development.

***Left to focus on school full-time in the Spring Semester.

Financial Service Specialist

Asked to join team full time before completion of internship. 
Had highest interview score of incoming hire class.
Passed all licensing exams on the first try.

Financial Services Representative

Receiving, sorting and processing client requests regarding their 401k's. Completing high volumes of work with accuracy and attention to detail. Submitting client requests, allocating funds, updating client information and supporting leadership with various processing projects.

Participant Transactions Processing Intern

good @ building pipeline | bad at most other things | currently building pipeline + evangelism at Apollo

Marketer by trade but Sales has my heart. Ask me about how Apollo can supercharge your pipeline + revenue.

Building the B2B Influencer + Exec Presence programs at Apollo.

-If you're a brand and want to collab on content, shoot me an email at zoehartstrategy@gmail.com

-If you're a young professional looking for tips, hacks, and learnings to help you level up, hit the bell& follow me on IG (@zoehrtsfld) and TikTok (@zoe.hartsfield).

-If there are other ways you hope to work together, shoot me a DM- let's chat.

Standing up the content, community & demand gen functions at Swantide. 
Q1 & Q2 OKRs + Wins:
- 4x inbound traffic
- organized and generated Sales Collateral Library
- guested on 15 podcast + webinars to evangelize the brand
- onboarded tools: HockeyStack, Warmly, Demandwell
- Stood up content calendar
- Stood up product release marketing with CS
- Trained the GTM team on social selling
- Created Community Driven Pipeline Playbook
- Launched Events marketing program hosting in-person and virtual events
- Stood up partnerships program
- Stood up first-ever referral motion (generating 15% of pipeline after 2 months)
- leveraging my personal brand to generate new business opportunities
- Set up GA4 + marketing attribution model
- Generated 50% of pipeline from inbound, content + community
- Generated 39% closed-won revenue from inbound, content + community
- did all of this without ads^ 😏


We are making implementing and configuring salesforce 10x faster, 10x simpler at 1/5 the cost. It's so easy, I can set up your Salesforce instance. DM me if you're about to or just bought SFDC and need help with configuration & system management. We've got you covered 😎

Tried one of those billionaire's morning routines. Took 3+ hrs & ruined my day… Here's a realistic/WAY more productive day in the life of a B2B Influencer Marketing Manager: 👇🏼


-Wake up early then go back to sleep because I’m not a psychopath
-Go for a walk or run + listen to a podcast OR catch up with a friend
-Coffee + vitamins (I use AG1 because I am a child and cannot swallow pills, plus it tastes good and makes me feel fancy and healthy)
-Get dressed + put my face on
-At my desk by 7am
-Deep work
-Meetings
-More meetings
-Sign off
-Hit the gym
-Cry watching sad Tiktok on the treadmill (you should try it)
-Side work + content creation
-Sleep eventually





Shoutout to AG1 for the partnership (plus they hooked it up with a welcome gift). If you’re like me and aspire to have better nutrition and get all your vitamins but don’t want to choke on 14 pills every morning, give them a try here: creatormatch.co/ag1-zoe

#ag1partner

zoë hartsfield

9-5 b2b influencer marketing, 5-9 sales + marketing creator | sales, productivity + career content | ghostwriting + brand building

I took this photo in my friend’s bathroom at the tail end of conference season in 2022. At 11:23pm after Dreamforce wrapped paramedics saved my life as I was bl**ding out in a rented Nissan Juke. 

There, in the parking lot of the Golden Gate Bridge viewing area, I sat staring out the back of an ambulance looking at the city as I dialed my husband who was asleep back in Colorado. 

It’s really hard to explain the feelings of shame and desperation accompanying the kind of despair that makes you think the world is better off without you, or that the weight of living is simply too much to bear. 

But damn, it’s heavy. 

That morning I was shaking hands and booking demos. 

That night I layed awake alone in a psych ward, counting the ceiling tiles in clothes that were not my own while I waited for Chance to pick me up. 

I share this story for three reasons: 

1. Burn out it real. And it will sneak up on your if you’re not careful. Nothing is so serious that you can’t step away, take breaks or slow down. And if someone tries to convince you that your job is THAT important, they’re wrong. 

2. Mental health IS health. We will spend money on vitamins and supplements and super sexy gym memberships but convince ourself that therapy is too expensive. That 51-50 hold cost me $18k out of pocket (with insurance and not including chances emergency plane ticket, extra nights in a hotel and the time I took off of work afterward). My brother in law took his life last June. That funeral cost about $30k. Therapy for a year costs me about $5-6k/year. So, can I really afford not to go? No.

3. Depression looks different on everyone. I was fine to the outside world. Someone close to me may have known I was a bit off, but no one would have known the true depths of despair I was in. So be kind. You don’t know what people are going through outside of work, or outside of your context of knowing them. I have never regretted being kind to someone- I have definitely regretted being a d*ck though. 



September is mental health awareness month and I just didn’t want to leave it without letting my community know: 

You matter. Your life and what your bring to the world matters. We need you here tomorrow. You are not alone. Work isn’t everything. Please raise a hand on the days you need help- someone will show up for you. 



I’ll drop a few resources in the comments. This isn’t medical advice but more just an encouragement from a pal. Your work is not your worth, and the world is better w you in it. Take care of yourself.



I’m so grateful for the people in my life who anchor me here. Find your community- keep them close. 


Big love,

Zo

Feeling an insane amount of gratitude right now. Like I could cry. (But I won’t because who has the time to reapply their makeup on a wednesday afternoon?)

Just spent an hour with Leandra Fishman putting the finishing touches by touches on our presentation for B2B Rocks 🎸 Sept. 25-26, Paris. 

The coolest hack no one ever talks about (or tells you how to do) is building relationships with executives. There are so many benefits to becoming besties with your execs:

They’re full of wisdom and experience. 

You can learn so much simply by being in the same room as them. 

Executives force you to level up your business acumen so you can keep up with them. 




The unexpected benefits of my relationship with Leandra though?: 

- So much valuable LIFE advice 
- Getting to share a stage together at one of the largest tech conferences in Europe 
- Knowing I have someone like her in my corner 

So thanks for believing in me, Leandra. 

And wish us luck tomorrow! I spent many nights and weekends packing as much value into 20 minutes as I possibly could, and cannot wait to share it on stage. 



(Also, I’m nervous, so the good vibes help 😂) 


Ps. I know I look like a toddler in a crop top but I promise if you come see our talk tomorrow you’ll walk away knowing how to build an executive presence program that drives pipeline for your company 🖤

3 major changes I made that helped me go from booking 7 MM/ENT meetings per month to 17 MM/ENT meetings per month. Steal 'em: ⬇️

1. I ran an audit of the last 6 months of closed won deals in my AE's name. I organized them by company size, industry, ACV, Titles involved in the transaction and the main reason for buying. 

This was my ICP  (I scrapped the stuff marketing gave me and built lookalike lists. Fun fact, our best customers were mortgage companies at the corporate level so I stopped prospecting into B2B SaaS like marketing wanted us to).


2. I stack ranked the above list by ACV and deal cycle length. Higher ACV + shorter deal cycles were my "Most likely to buy". 

I looked at the reason those folks bought and tailored my messaging to the top 3 pain points and the top 3 personas who purchased our solution. 


3.  I wrote 9 sequences ^ multitouch. Added 3-5 prospects from each company and tailored each one to a persona + pain. If a contact ran thru a sequence with 0 engagement, I would move them to the next relevant pain-focused sequence for their persona. 

While other reps were adding 800+ contacts to their sequences per month, I was adding 400-500 with more meetings booked. 


If you know WHO, WHAT + HOW to reach out to your prospects, you don't need spray and pray. 


Join James A. O'Sullivan + myself tomorrow as we break down how to target your best leads for bigger wins as we head into Q4. 

I'll break down these 3 steps in specific detail and show you exactly how to do it in Apollo.io (or James will because he is better at multitasking than I am). 


You coming, or what? (reg below)


Ps. ♻️ Repost so a sales pal can snag the goodness - and yes, it will be recorded:)





Pps. I used this bathtub photo because it makes people on Reddit REALLY angry and maybe they will boost the engagement of this post so more people can register for the webinar and learn how to improve their targeting so they can make more money. I like helping people make more money <3 💰

If you're not sharing on LinkedIn because you think you don't have anything to say, this message is for you:

- you are the expert in your own experience
- just because it's old hat to you doesn't mean someone else can't get value from it
- start with the stuff you assume is basic, I guarantee it will be the first time someone hears it
- share "how I" over "how to
- just start, the longer you spend thinking about it the more people who have the same expertise as you are getting brave and building a brand + community on here

Hope this is helpful.

Have a day ✌🏼


Also open invite to text me and tell me I'm smart because I an absolute approval gremlin and do not think I am smart. 




Ps.  "people don't know anything" - look up the "Dunning Kruger Effect"

En route to Paris to speak at B2B Rocks 🎸 Sept. 25-26, Paris this week. The number one question i get about my job is is the travel hard? 

Yes & no. 

The hardest part is staying on top of things with sh*tty plane wifi & ubers & being in transit. 

The second hardest is just being tired. 


The only hacks i’ve found are: 

- try to do deep work on a plane (so wifi isn’t super necessary) 
- get as much of your workload done in advance of a work trip
- download slack on your phone for quick questions & answers on the run
- block your calendar for the local time zone 
- set a “slow to respond” message if you’re working a conference floor
- sleep whenever and wherever you can 


what other tips you got? #influencermarketing #publicspeaking #worktravel

experiencing the most psychological discomfort of my life lately - literally anyyyyy advice is welcome. 


i have such mad respect for creators like Alexis Bertholf, Will Aitken, Sara Uy, Vin Matano 🐝 & Ding Zheng who repeatedly put themselves out there- not only on video but obviously filming in public. 

one of the things that made me successful as an SDR was filming 4000+ 1:1 video messages but this is a whole different ballgame. 



any tips to overcome the awkwardness of walking around w my phone OR my Sony filming out in the wild? 

#creator #contentcreation #influencermarketing

prayers up 🙏

unforgivable work crimes: ⬇️

8a monday morning meetings 
friday afternoon meetings 
4:30p meetings of any kind

any meeting longer than 90 minutes (i die) 


ps. Apollo.io has a meetings feature and it’s free and you can block your availability from 4:30p on 


i do not 


but you could #sales #salestips #wfh

this single change took my meeting show rate from 70% to 93%. Please steal it. 


I use Sendspark so send a quick video after the meeting gets booked: 

“hey Bethany, thanks again for your time today. Melissa is really looking forward to talking to you about: 

-pain one
-pain two

and how to get you to {{future desired state}}. le time know if you need anything between now and friday at 8a pt or if i should look anyone else into the call. 

cheers!”


Then Melissa swoops in thursday afternoon or friday morning introducing herself and teasing some of the good stuff she will cover in the call. 

Twas a game changer. 

feel free to steal it :) 



If everyone shows up to your meetings you don’t have to book as many meetings. But also keep booking meetings cuz prez club is 👌🏼 #sales #salestips #sdr #videopropsecting

i’m here. with my polaroid @ booth 23

if youre at inbound- pull up!

Good morning to everyone: Except brands that ask you to post on their behalf just for "rev share" as an influencer. 
Those are the same brands that ask if you can "just make it go viral." Here's why that strategy fails:


1. Influencers spent years building their brands and honing their craft. They work like consultants. It's rare to see a consultant do 100% commission or 100% performance comp work. 

I mean, you're a software company. What if I told you I wouldn't pay you until your software got me $XXX ROI. You don't run your biz like that, why should I?

2. Influencers are getting offers from your competitors, paid UPFRONT. Why would they EVER agree to do the same work for you with 0 guaranteed comp?



I am a fan of a hybrid model. 


Some companies don't have massive budgets. So run and experiment. 

I will pay you X for 3 posts. If it does well, let's add an affiliate/performance bonus on top if we like working together and sign a longer-term contract. 

If either party hates working together, it gives you an easy out and point of breaking off the contract. 

If it's successful, you have a data-informed place to start a new negotiation for a bigger/longer-term contract with the confidence that you're going to get ROI from the engagement. 



But like for real... what company out here would agree to me saying "I'll pay you after I book 25 meetings with your tool"???


In the words of 🏄‍♂️ Scott Leese: Get off my lawn with that ish!



Have a day ✌🏼

it takes a plastic bag 100+ years to break down

but all it takes is an impromptu afternoon zoom meeting for me 🫠

“people are opening my emails a bunch but won’t respond- what do it do?” 

call them. 

if there was ever a time you were top of mind. it’s when they’re reading (or rereading) your email. 

i used to automate this and call the sequence “zoe at bat” borrowed from my buddy Keegan. 


i used automation to pull contacts who engaged “x” times into a sequence. 

call
reverse voicemail
email 

that sequence had a 38% reply rate. 

i break it down below. 



try it! (ps, you can do this in Apollo.io  & you can sign up for free)





♻️ repost to help an sdr pal catch that meeting!

We analyzed THOUSANDS of Apollo.io users to see who was booking the most meetings and HOW. The results were pretty clear: 

Of users who only sent 1 email 16% booked a meetings. This was over half of our free user base. 

The next cohort was using automated email ONLY. 46% booked a meeting. So 3x as many people saw success. 

But the top 1%? They all had one thing in common. 

Multichannel, multitouch sequences. 

So emails that let them know you were going to cold call and leaving a voicemail that said “hey i’m gonna shoot you a Linkedin DM” which dropped a link to a value based webinar… 

You get the picture. 


The best sequences:

Provide value in every touch
Are very targeted
Include a few touches from each channel 


It’s all about meeting our prospects where they’re at. 




My most successful sequence ever consistently booked meetings on the second email after 

Email
Linkedin connection request 
Cold Call
Reverse Voicemail 
Email ✨

5 steps in. 

Don’t stop after one email:) 


And if you need a sequencing tool, Apollo is free 🥸


♻️ Repost so your sales manager can see cold calls aren’t dead. Or don’t I guess if you don’t want to make cold calls 🤷🏻‍♀️

Taplio

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