by Kristina Jaramillo | Jun 2, 2023 | Uncategorized
Account-based marketing and selling became a must for cybersecurity firms and others looking to drive higher-value deals in an undifferentiated, crowded market. In fact, 92% of B2B marketers have some kind of ABM strategy or program in place as companies dove into ABM...
by Kristina Jaramillo | May 18, 2023 | Uncategorized
Long sales cycles, low win rates, low deal sizes, and limited impact on ARR, GRR and NRR. What’s causing this… Misalignment with accounts and buyers as there is a lack of customer research. There’s a lack of data so there are misaligned messages,...
by Kristina Jaramillo | Apr 26, 2023 | Uncategorized
As Kristina Jaramillo and Eric Gruber have mentioned many times on the ABM Done Right Podcast: ABM is about changing the interactions teams are having and the experiences they are delivering across all channels and across the buyer’s journey and customer...
by Kristina Jaramillo | Mar 30, 2023 | Uncategorized
In the podcast below, Julija Noskova shares the ABM lessons she learned from working as a VP of Marketing for Medallia, SoftChoice and other companies. Recap of the Lessons That Julija Noskova Learned: ABM requires change management across the organization,...
by Kristina Jaramillo | Dec 21, 2022 | Uncategorized
In Blue Ocean Strategy, INSEAD business professors W. Chan Kim and Renée Mauborgne argue that the solution to business growth and success is to operate in an uncontested market. They use the metaphor of a blue ocean to represent an uncontested market, and they...
