In this article, VP Marketing Ed Locher shows you how to set a spark under your account-based sales and marketing campaigns to increase the quality of leads and conversions.
Account-based marketing (ABM), also known as key account marketing, is a strategic approach to business marketing based on account awareness in which an organization considers and communicates with individual prospect or customer accounts as markets of one. Account-based marketing is typically employed in enterprise level sales organizations.
Today, B2B sales and marketing teams have a wide range of tools and techniques to make them more efficient and effective in their outreach. The result is a much more competitive landscape when it comes to attracting prospects to your solution. Intense competition increases the length and complexity of the sales process, as prospects have
In the latest episode of our podcast, see how technology intelligence can provide your sales and marketing teams with a consistent framework from which to view markets, prospects, and opportunities. This helps both teams create the alignment they need for resource planning, account targeting, and campaign execution. Listen Now Episode 3 Summary In this episode,
It’s hard to believe 2019 is almost over. Throughout the year, we produced a ton of content designed to help B2B sales and marketing teams be more effective and generate better results from their outreach. Here’s a list of the top 10 pieces of content as determined by our readers. We hope you enjoy this
In our recent “The Dirty Secret Behind Achieving ABM Success” webinar, we discussed how to: Determine if you should implement account based marketing into your organization Generate more revenue with ABMCreate better alignment between your sales and marketing teams to ensure ABM success If you didn’t get a chance to register for the live event you
If you’re a B2B technology company, knowing what kind of technologies your accounts are using, how much they are spending on these products, and when those products are up for renewal, represents invaluable information for your sales and marketing teams. This complete technographic data provides you with a better understanding of the total technology footprint
In our latest Insider Interview series, Sangram Vajre, Chief Evangelist and Co-Founder of Terminus, shared some key insights from the new book he recently co-authored with Terminus CEO, Eric Spett, including: why ABM is B2B why B2B doesn’t have to suck seven lessons on how companies can go from good to great The book is
In order to have a successful ABM strategy, it’s imperative to define your Ideal Customer Profile. A well-rounded ICP will allow you to efficiently narrow down your prospects so you can target leads that make the most sense for your business. Focusing on leads that are the best fit for your product will land you
Being more aware of your Total Addressable Market (TAM) is critical for creating successful marketing campaigns and more opportunity to increase revenue. For ABM marketers, your target audience is a particular portion of your accounts that fulfill a specific ideal customer profile. Calculating your TAM correctly will allow you to efficiently focus on the best
Account-based marketing (ABM) is a contemporary marketing approach that has revolutionized the marketing industry and changed how outbound works. ABM works hand in hand with account-based advertising (ABA) and account-based sales (ABS) to create the most effective account-based results. Aligning these account-based approaches with a complementary inbound methodology produces the most engagement with prospects by