How I Helped a Drone Tech Company Close 35% More Enterprise Deals The secret? We fixed their basics before jumping into #ABM. When I started working with this drone platform, their marketing was scattered. Most aviation companies weren't even using #CRMs. Here's what we did: 1. Fixed the Foundation Started with tracking everything. No fancy tools - just basic analytics to understand their sales cycle and closure rates. 2. #Sales #Enablement First Created a simple but powerful sales kit: - Technical documentation - Proof of concept examples - Product roadmap - Business case studies This alone increased closure rates significantly. 3. #Market #Analysis We discovered two golden markets: - South Africa - Southern Europe These regions had 25-35% close rates from demo to customer. 4. Content #Strategy Instead of mass outreach, we built authority: - Launched an industry-specific podcast - Featured unknown aviation pioneers - Focused on regional success stories 5. The #ABM #Evolution Only after fixing the basics did we build our ABM machine. We: - Filtered prospects ruthlessly - Focused only on perfect-fit companies - Eliminated "maybe" prospects entirely Key Learning: In today's oversaturated outreach environment, clarity beats volume. The Results: - 35% increase in enterprise deal closure - Shorter sales cycles - Higher quality leads - Better sales-marketing alignment Most founders jump straight to ABM. But sometimes, the biggest wins come from fixing your foundation first. Remember: Your best prospects are usually hidden in your existing data.