by Kristina Jaramillo | Nov 30, 2023 | Uncategorized
Many GTM teams will come to Personal ABM looking for help with their pipeline but when we take a deeper look at their business, we find that the greatest revenue opportunity is with existing accounts as customer success teams are not having the right interactions nor...
by Kristina Jaramillo | Nov 7, 2023 | Uncategorized
At the center of each new, retention or expansion deal lies a series of struggling moments that need to be listened to, understood, catered to, reframed and solved. These are moments that most sales, marketing and customer success teams are ignoring as they focus on...
by Kristina Jaramillo | Oct 10, 2023 | Case Studies
Sixty-nine percent of ABM programs are seeing revenue underperformance because most GTM teams and their agencies retrofitted ABM into existing systems and processes. They’re not making changes to: The interactions that GTM teams have with the human buyers in accounts...
by Kristina Jaramillo | Oct 9, 2023 | Uncategorized
In previous ABM Done Right Podcasts, we discussed with guests like Kristi Faltorusso the Gallup studies that show that 82% of B2B customers are indifferent, disengaged or actively looking to replace a vendor. We talked about many companies still putting a greater...
by Kristina Jaramillo | Oct 3, 2023 | Blog
I recently had a conversation with an Account Director responsible for new market and existing customer growth for an Oracle Supply Chain and ERP partner that has offices throughout the US, Asia, and UK. I learned that the firm Experiences 12 to 18-month sales cycle...
