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 ABM
  • Create 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 can watch it on-demand now or review some more of the highlights below.

Webinar Highlights

Why Everyone is Doing ABM

According to FlipmyFunnel, companies that use ABM generate 200% more revenue than those that don’t. Stats like this make it seem like we should all be implementing our own ABM programs to boost revenue for our organizations. Our panelists discuss how to easily start executing account based marketing campaigns and why it’s not that much different from what you may already be doing.

Create a Complete ICP to Fuel Your Marketing Campaigns

ABM can be implemented with basic firmographic targeting criteria, however, to really target the right accounts, you need deeper insights. HG Insights’ Senior Director of Product Marketing and Operations, Justin Kitagawa, explains how technology intelligence can take your ICP to the next level by adding in details like technology installation, IT spend, or what types of IT initiatives your accounts have in place. These details allow your company to create an ICP that is more revenue focused, which ultimately helps you select accounts that are much more likely to buy from you. 

How Sales Teams Influence Account Selection

Recent successes among your sales reps often affect what industry and what types of accounts your sales team wants to pursue. CMO of Vanilla Soft, Darryl Praill, explains why it’s important to review your total addressable market when selecting which accounts to target for your ABM program so that you truly choose the ones that are the best fit for your solution.

These are just some of the topics we covered during this event. To learn more, including the top dirty little secrets of ABM success, watch the webinar now on demand.