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How Product Marketing Drives ABM at Gainsight

How Product Marketing Drives ABM at Gainsight

by Kristina Jaramillo | Sep 15, 2022 | Uncategorized

Kristina Jaramillo recently asked on LinkedIn – what role aligns the closest to ABM: demand generation, field marketing, or product marketing. She asked this question because Nick Bennett at Alyce mentioned that field marketing should be focused on the middle...
Why Latane Conant (CMO at 6sense) is Wrong When She Says to Only Focus on In-Market Accounts

Why Latane Conant (CMO at 6sense) is Wrong When She Says to Only Focus on In-Market Accounts

by Kristina Jaramillo | Aug 16, 2022 | Uncategorized

In this ABM Done Right Podcast, Kristina Jaramillo (President of Personal ABM) shares why you should not focus just on in-market accounts. This is something that the intent data platforms like 6sense, Bombora, and others do not want me to talk about. In fact, in her...
How Most Content Does Not Support ABM Nor Sales

How Most Content Does Not Support ABM Nor Sales

by Kristina Jaramillo | Aug 15, 2022 | Uncategorized

Studies from eMarketer show that only 17% of B2B marketers worldwide say their ABM program was mature and driving strategic growth. The other 83% mentioned that their biggest challenge is ensuring you have the right content for an ABM approach. In a recent article,...
New Research From Corporate Visions Shows That Companies Are Ineffectively Selecting, Segmenting and Prioritizing ABM Accounts

New Research From Corporate Visions Shows That Companies Are Ineffectively Selecting, Segmenting and Prioritizing ABM Accounts

by Kristina Jaramillo | Aug 11, 2022 | Uncategorized

When you hit the core the right way, that’s when win rates go up, stage progression accelerates, sales cycles go faster, and deal sizes increase. When you build relationships and align with your core, you build retention, you drive customer lifetime value, and expand...
How a cybersecurity firm crafted their POV to challenge the status quo and teach for differentiation

How a cybersecurity firm crafted their POV to challenge the status quo and teach for differentiation

by Kristina Jaramillo | Aug 8, 2022 | Uncategorized

Loyal listeners of the ABM Done Right Podcast know that Personal ABM believes that ABM and the Challenger Sale go hand-in-hand as ABM is not about sourcing the pipeline. It’s about how we are going to win with those tier 1 accounts that do not respond to...
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Recent Posts

  • How Teams Are Failing to Take a Blue Ocean Approach When It Comes to ABM
  • Treating ABM as a Privilege
  • Kristina Jaramillo Shares How the ABM Done Right Podcast Led Personal ABM to Land Uniphore as a New Client
  • Why Davis Potter and Scale.AI Are Taking a 1:1 ABM Approach First
  • Do’s and Don’ts of ABM with Ivanti’s Leslie Cocco Alore

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