The Point

JUNE 30, 2021

When it comes to what is, and isn’t, Account-Based Marketing (ABM) , there are as many opinions out there as there are ABM experts. The reality is that ABM (now ABX, in some circles) is ever-evolving and so what qualifies as ABM is a moving target. Is One-to-One Marketing the Only True ABM? Also, does it matter?

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Account Based Marketing ABM Planning Demand Generation Agencies 162

B2BMarketing.net

APRIL 26, 2024

Account-based marketing (ABM) programs go a long way toward meeting these demands, but in the rush to do more with less, the pressure to scale the impact of ‘true’ 1:1 ABM programs can mean the effectiveness – and consequently the results – are diluted, or even lost.

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Account Based Marketing Demand Generation CMO ABM 59

DemandBase

MAY 26, 2020

Welcome to the first installment of Sales Scoop , a monthly series that gives the amazing members of our Sales team a platform to share their perspectives and successes. Our goal is to provide a bit of inspiration to our peers in the larger sales and marketing communities. ABM for Sales, because it takes two wings to fly.

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Account Based Marketing ABM DemandBase Peer-to-peer 133

LeanData

DECEMBER 1, 2022

Account-based marketing (ABM) initiatives feature personalized outreach to contacts at target accounts. As such, the engagement each target account has with your account-specific campaigns is a key measurement in tracking your ABM success and identifying continuous improvement opportunities. . Metrics, Analytics & Insights.

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Account Based Marketing ABM Top of Funnel Analytics 98

Martech

FEBRUARY 18, 2022

“Misalignment between marketing and sales teams is a trillion-dollar problem for B2B revenue teams,” said Julianne Thompson, director of sales development at revenue acceleration platform Drift, in a recent webinar. Marketing teams have traditionally been accountable for leads and sales teams are commonly accountable for revenue.

Sales Management 128

Sales Management B2B Sales Top of Funnel Work Management 128

Zoominfo

MARCH 9, 2021

Demand generation is the process of building awareness and interest in a brand’s products and services. Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Demand Gen = Sales + Marketing.

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Demand Generation Agencies Demand Generation Top of Funnel Demand 225

Televerde

AUGUST 23, 2021

Account-based Marketing (ABM) has been around since 2004 and after 17 years, it’s become an invaluable part of marketing strategy. Today, 67% of brands are currently executing ABM strategies , and this number is rising with increased competition and the need for personalization. Not following an ABM strategy is a missed opportunity.

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Account Based Marketing Sales Management ABM Top of Funnel 78

Lattice

DECEMBER 14, 2015

More and more marketers are considering abandoning lead-based marketing tactics to focus on account-based marketing. After all, sales teams don’t celebrate when they win a lead; they celebrate when they close accounts. This was the mantra at the Flip My Funnel roadshow event in Boston last Thursday. Changing the Status Quo.

Sales Management 100

Sales Management Account Based Marketing Top of Funnel ABM 100

LeanData

FEBRUARY 9, 2021

Over the past several years now, marketers and other go-to-market (GTM) professionals have suggested account-based marketing (ABM) motions will be the way of the future, simply because it makes too much sense to discount. Push the old marketing sales funnel aside. Limitations of sales & marketing data processes.

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Account Based Marketing ABM Analytics Marketing Analytics Tools 98

Strategic-IC

MAY 30, 2023

And for one of our latest podcast guests, the secret to getting ABM right is something she has undoubtedly mastered over the years. In a recent episode of Let’s talk ABM , we had the pleasure of speaking with Jess Larkin , Senior Strategic Marketing Manager for Financial Services at Confluent , about the ins and outs of launching ABM.

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Account Based Marketing ABM Work Management Marketing Management 62

Engagio

MARCH 25, 2019

We’re finally reaching an era when Account Based Marketing has found its footing, and Sales and Marketing teams are more open to making the transition from traditional marketing methods to ABM. Social selling is so effective that 90% of top-performing salespeople are implementing social media into their sales strategy.

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Account Based Marketing Tactics Enterprise Management Work Management 118

Martech

FEBRUARY 4, 2022

And the data was telling: 90% of marketers surveyed said they wanted to target customers through customized approaches, using personalized campaigns and sales outreach. To make up for this loss of marketing opportunities, Britt recommends marketers ensure their ABM strategies are optimized across their digital channels.

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Account Based Marketing Webinar Metrics ABM Ideal Customer Profiles 115

Pam Didner

JULY 5, 2020

Facebook Twitter LinkedIn Account-based marketing (ABM) has become a buzzword in recent years. This guide is for those new to ABM or seeking to improve their approach. Why is it important for sales and marketing? How to track the results of ABM? What tools are necessary to implement ABM?

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Account Based Marketing Sales Management Paid Content ABM 86

The ABM Agency

FEBRUARY 19, 2023

Reading Time: 10 minutes Account Based Marketing (ABM) is a powerful strategy for B2B organizations that can be used to drive demand and increase customer loyalty. ABM focuses on targeting specific accounts, rather than casting out wide nets hoping for the best results. What is an example of an ABM platform?

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Account Based Marketing Paid Content ABM Sales Management 52

The ABM Agency

FEBRUARY 19, 2023

Reading Time: 10 minutes Account Based Marketing (ABM) is a powerful strategy for B2B organizations that can be used to drive demand and increase customer loyalty. ABM focuses on targeting specific accounts, rather than casting out wide nets hoping for the best results. What is an example of an ABM platform?

Account Based Marketing 52

Account Based Marketing Paid Content ABM Sales Management 52

LeanData

NOVEMBER 8, 2022

Account-based Marketing (ABM), sometimes referred to as key account marketing, is a go-to-market (GTM) growth strategy based on account awareness, where a revenue team identifies and engages with individual customer accounts as markets of one. Some have referred to ABM as a marketing strategy akin to fishing with spears rather than nets. .

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Account Based Marketing ABM Ideal Customer Profiles Demand Generation 97

Televerde

AUGUST 29, 2019

If you’ve been in the marketing or sales world for more than a minute, you’ve likely heard the term “account-based marketing” (ABM) on a continuous loop. According to ITSMA, ABM is officially the hottest topic in the industry and Forbes recently reported that 86% of companies with an implemented ABM strategy saw incredible ROI.

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Account Based Marketing Sales Management Tactics Marketing Strategy 61

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. Why Invest in B2B Lead Generation?

Ideal Customer Profiles 130

Ideal Customer Profiles Lead Ranking Lead Generation Sales Management 130

PureB2B

JULY 23, 2019

Businesses have begun to understand the importance and impact an account-based marketing (ABM) strategy can have on their success. Most account focused outreach efforts originate from the inside sales team. Account-based Marketing (ABM). If executed right, ABM is a smart step to drive your accounts down the sales funnel.

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Account Based Marketing ABM Optimization Top of Funnel 62

Lattice

JULY 19, 2016

And since Q4 is historically the biggest quarter for most sales teams, now is the time for companies to identify any issues with their revenue funnel, and determine ways to fix those problems so Q4 is a runaway success, not a flop. But what happens if there are multiple issues with a company’s revenue funnel?

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Madison Logic

MARCH 6, 2024

Wide-approach B2B marketing tactics revolve around aiming for the accounts you and your company think are a good fit. But tight budgets, limited resources, and longer, more complex sales cycles require you to work more efficiently. This data-informed list is your target account list—and it’s foundational to your ABM strategy’s success.

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Demand Generation Sales Management Ideal Customer Profiles Buy 52

Engagio

NOVEMBER 9, 2017

We’ve established that Sales Leaders should invest in Account Based Marketing. These are heady goals to be sure, but how can sales leaders implement ABM strategy in the day-to-day work of their team? What kind of tactical objectives lay the groundwork for Sales to support Marketing, and vice versa?

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Account Based Marketing Ideal Customer Profiles ABM Tactics 54

ANNUITAS

MARCH 21, 2023

Updated 21 MAR 2023 Adobe Updates Focus on Chat, Event Management and Advanced Analytics Adobe is holding its annual Summit event in Las Vegas this week. New advancements include improved sales routing, to get prospects inside an automated or assisted chat routed to the proper sales rep faster. conversations to date.

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Marketing Automation Services Marketing Automation Automation Webinar Metrics 130

The ABM Agency

JUNE 2, 2021

In order for your account-based marketing (ABM) campaign to succeed, sales enablement needs to play a significant role. Your sales team—whether it’s a one-person team or multiple sales representatives—must have a complete understanding of your ABM program, access to relevant content, and a solid grasp of the roadmap ahead.

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Account Based Marketing ABM CMS Development Demand Generation 52

SmartBug Media

JUNE 12, 2020

As companies continue to leverage digital strategies to drive new leads and customers, account-based marketing (ABM) has quickly become a hot topic for marketers. The reason for this is that ABM allows businesses to take a more targeted approach to selling to companies and prospects. Why Take an ABM Approach?

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Account Based Marketing ABM Hubspot Sales Qualified Leads 91

Engagio

NOVEMBER 19, 2020

If you’re just digging your feet into ABM and looking for pointers on how to build a successful account-based strategy, then How to ABM Like a Boss is the definitive blog series for you. Check out the rest of the articles in the series and own your ABM! Part 2: Establish an ABM Team. This is it. Part 1: Build a Budget.

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Demand Generation Ideal Customer Profiles Account Based Marketing ABM 106

Rollworks

MAY 29, 2019

During this time, ABM has gone from being a buzzword to a proven marketing strategy. In 2017, 36% of companies had an established ABM practice but by 2018, that number had grown to 61%. ABM tactics continue to grow in popularity as marketers realize just how effective they can be. 5 ABM Tactics for 2019.

Account Based Marketing 40

Account Based Marketing ABM Ideal Customer Profiles Tactics 40

Strategic-IC

JANUARY 13, 2021

What is Social Selling and why should it form part of your ABM strategy? So let’s look at 29 reasons why Social Selling (particularly via LinkedIn) should form part of your ABM strategy. 90% of B2B decision-makers “never” respond to cold outreach, which means traditional sales methods like cold calling simply aren’t going to cut it!

Account Based Marketing 101

Account Based Marketing Linkedin ABM Webinar Metrics 101

Hinge Marketing

MAY 23, 2019

For many, the ultimate goal is to help increase/improve opportunity engagement throughout their funnels or pipelines. Traditional and digital marketing and sales tactics aren’t working as well as they once did. This is where ABM can help. What is B2B, Account-Based Marketing (ABM)? Need more proof, read on…. “87%

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Account Based Marketing ABM Marketing & Strategy Webinar Metrics 114

DealSignal

AUGUST 30, 2021

With marketing technology changing the landscape and leveling the playing field, you can leverage ABM strategies to not only hit your monthly numbers — but to exceed them. 1 Create alignment across key departments Any effective account based marketing strategy starts with creating a framework that consists of sales and marketing alignment.

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Account Based Marketing Tactics Work Management Marketing Strategy 52

PureB2B

JULY 23, 2019

Businesses have begun to understand the importance and impact an account-based marketing (ABM) strategy can have on their success. Most account focused outreach efforts originate from the inside sales team. Account-based Marketing (ABM). If executed right, ABM is a smart step to drive your accounts down the sales funnel.

Account Based Marketing 52

Account Based Marketing ABM Optimization Top of Funnel 52

SmartBug Media

AUGUST 26, 2020

As you get started with account-based marketing (ABM) , you’ll undoubtedly need some key technology platforms to carry out your strategies and tactics. Recently, HubSpot added ABM features and functionality that will aid your ABM plans, and this is likely to be the start of HubSpot’s path to supporting ABM strategies.

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Account Based Marketing ABM Hubspot Features 111

Oktopost

APRIL 9, 2024

59% of marketers attribute revenue growth to marketing-generated leads , so demand-generation tactics remain a non-negotiable among marketing teams. Improved sales lead quality- Leads that come to you through your demand gen efforts will already be interested in your products and will be easier to qualify and convert.

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Demand Generation Agencies Demand Generation Demand B2B Marketing 62

Heinz Marketing

DECEMBER 16, 2021

ABM is a method that flips the traditional funnel upside-down, marketing to a list of targeted accounts rather than generating demand of individual leads. The concept of ABS is really no different than ABM. As mentioned above, ABS allows you to better personalize your outreach. But what is Account-Based Selling? .

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Ideal Customer Profiles Account Based Marketing Lead Ranking ABM 124

SalesIntel

OCTOBER 18, 2023

Many organizations need help devising an effective ABX strategy because of misalignment between sales and marketing. This article shares the pivotal concept of forging a strong connection between marketing and sales for a triumphant ABX approach. Getting Better Together: Acknowledging room for improvement is essential for growth.

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Ideal Customer Profiles Account Based Marketing ABM Efficiency 52

Strategic-IC

NOVEMBER 17, 2022

Alice De Courcy , CMO of Cognism , one of the leading Sales Intelligence platforms, sat down recently with our very own CMO, Declan Mulkeen to talk all things ABM - its past, its present and its future. There is no denying that working for an ABM Agency gives us a unique window into the world of Account-based Marketing.

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Account Based Marketing ABM Ideal Customer Profiles Enterprise Management 62

PureB2B

MAY 30, 2022

The value of account-based marketing (ABM) has often been quantified in terms of its impact on revenue generation. A report from MRP Prelytix , in fact, found that 84% of companies that use ABM have reported positive revenue gains. The CX Benefits of ABM. Improved Alignment Between Marketing and Sales.

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Account Based Marketing ABM Work Management Touchpoints 62