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Spencer Wixom Discusses Account-Based Selling Approaches and the Account-Based Enablement That’s Needed to Accelerate Key Accounts to Revenue

Spencer Wixom Discusses Account-Based Selling Approaches and the Account-Based Enablement That’s Needed to Accelerate Key Accounts to Revenue

by Kristina Jaramillo | Aug 28, 2023 | Uncategorized

ABM is not about getting accounts to the pipeline. It’s about getting accounts to revenue and existing accounts to even greater revenue growth. ABM should impact ACV, ARR, GRR, and, most importantly, NRR. But, many GTM teams struggle with moving high-value...
How to Create, Capture and Close Demand to Drive Revenue Growth with Intent Data and ABM

How to Create, Capture and Close Demand to Drive Revenue Growth with Intent Data and ABM

by Kristina Jaramillo | Aug 21, 2023 | Uncategorized

There is confusion in the market on what intent data is and how it should be leveraged to increase sales effectiveness vs. just efficiency and to drive ARR, GRR, and NRR growth. This is why we had John Steinert (CMO at TechTarget) and Bill Henry (SVP of Field Sales at...
CEO of Folloze Shares How to Improve Account & Buyer Experiences Across All Touchpoints

CEO of Folloze Shares How to Improve Account & Buyer Experiences Across All Touchpoints

by Kristina Jaramillo | Jul 26, 2023 | Uncategorized

Most companies have dived into ABM tech and other platforms that promised a path to greater growth with more focus and partnership with sales leaders. However, ITSMA, Tech Target and others report that only 17% have a mature stage 4 program and 69% of ABM programs...
The Role RevOps Should Play in an ABM Program – A Discussion with Peter Mollins (CMO at Set Sail)

The Role RevOps Should Play in an ABM Program – A Discussion with Peter Mollins (CMO at Set Sail)

by Kristina Jaramillo | Jul 11, 2023 | Uncategorized

Most ABM teams and the marketing firms they are using are rushing into ABM and retrofitting ABM into existing processes vs. changing interactions and experiences across the buyer’s journey and customer lifecycle. While marketing may be more targeted now than...

How a Personal 1:1 ABM Approach Wins with Status Quo Accounts and the C-Suite

by Kristina Jaramillo | Jul 10, 2023 | Uncategorized

In our recent ABM webinars (including the one with Demandbase’s former VP of ABX), we share many reasons why 69% of ABM programs underperform when it comes to driving revenue. But, the biggest reason is that most ABM programs do not include a 1-to-1 personal...
Humanizing LinkedIn Interactions with Buyers in ABM Accounts

Humanizing LinkedIn Interactions with Buyers in ABM Accounts

by Kristina Jaramillo | Jun 19, 2023 | Uncategorized

Kristina Jaramillo and Eric Gruber have mentioned many times that ABM is not really about accounts. It’s about the human buyers in the accounts you want to win, protect and expand. This is why we need to stop thinking about campaigns and think about the moments...
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Recent Posts

  • Why GTM Teams Do Not See Maximum Revenue Performance from ABM – and Only Get Limited Returns on Their ABM Tech Investment
  • Deanna Shimota (CEO of Growth Mode Marketing) Shares How to Build a Demand Gen + ABM Powerhouse
  • Sales and Marketing Execution Risks That Limit ABM Success
  • Matt Dixon Discusses ABM, the Challenger Sale and the Jolt Effect to Win Against the Status Quo and Indecisiveness
  • How Teams Have an Organization-Wide GTM Problem That’s Leading to Churn with Key Accounts

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