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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...
Being Part of Your ICP and Showing Intent Is Not Enough

Being Part of Your ICP and Showing Intent Is Not Enough

by Kristina Jaramillo | Aug 5, 2022 | Uncategorized

Many of the GTM teams we talk to at Personal ABM are already using ABM platforms like Demandbase and Terminus, predictive analytics platforms like 6sense, and intent data tech like Bombora. They are driving the top-of-the-funnel and increasing pipeline KPIs. But, the...
How You Can Get Greater Returns From Your Investments in Bombora & Other Intent Data Platforms

How You Can Get Greater Returns From Your Investments in Bombora & Other Intent Data Platforms

by Kristina Jaramillo | Aug 2, 2022 | Uncategorized

Previously,  Kristina Jaramillo (President of Personal ABM and host of the ABM Done Right Podcast) shared the challenges that GTM teams face, including the fact that most intent data is siloed, making it meaningless, and most of the intent that is shown is not from...
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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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