Pipeline Acceleration is the strategy an ABM team uses to speed up the process of an account going through the sales funnel. The goal of Pipeline Acceleration is to increase revenue more efficiently.
What do we mean by this?
Driving to work instead of biking because this is no day for leisure.
Pipeline Acceleration Tactics
As mentioned above, pipeline acceleration is the use of multiple strategies and tactics to generate revenue faster. Some pipeline acceleration tactics include:
- Ongoing marketing nurture
- The use of marketing collateral and thought leadership pieces to build trust
- Using social proof like case studies, video interviews, and more
- Account based ads on networks like Google and LinkedIn
- Behavioral-based targeting and alerts