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...
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...
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...
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...
