While we have reversed “no” positions for 3PLs, supply chain consulting and SaaS tech firms, in most cases, you have one chance to win, protect and expand accounts you want. One communication misfire and one wrong interaction will result in unresponsiveness and inaction.
Yet, sales, marketing, account management and customer success teams traditionally speak at industries and volumes of accounts with little to zero relevance and there is no differentiation between “acquisition” and “expansion” conversations. When firms engage in account-based approaches they often speak at accounts with the same messaging and do not consider that “value” is different for each person within those accounts.
Personal ABM speaks to the people within target accounts to create a human bond. We go directly to key decision makers and influencers with insights that are specific to their gaps and impacts and content that speaks to them specifically. As a result, clients create a buying vision so strong that buyers pull sales, marketing and account teams through the buying process.