01:16 Tara explains her focus on pipeline acceleration and enabling the sales team to create highly personalized experiences for best-fit potential customers

02:04 Emphasizing the importance of starting with highly engaged customers/prospects

03:09 Figuring out the data: roles, personas, pains, challenges, and targeting the full buying committee

04:03 Highlighting the importance of collaborating with sales from the beginning

06:07 Core metric of success: engaged and highly qualified accounts leading to demos or meetings with the right stakeholders

08:08 Building a map with sales and marketing ownership of different tactics, starting with marketing warming up the accounts

10:23 Sales team taking over and nurturing the account towards an opportunity, sometimes with joint calls alongside marketing

13:01 Using industry data, use cases, and customer stories to showcase their solution as a "need to have" for target accounts

15:54 Curating third-party research and data to add credibility and validation to their messaging

19:25 Challenge of personalization and multithreading taking longer than anticipated

22:25 Building around 20 new opportunities within the first 90 days, an incredible result for not being a net new, cold outbound program

25:49 Tara's advice: find a passionate, growth-minded partner on the sales side to collaborate with, even if it's not the sales leader