Engagio

APRIL 23, 2018

You’ll likely discover that your accounts follow the Pareto rule — approximately 80 percent of your sales and profits come from 20 percent of your customers. Add in some predictive analytics that tell you about buyer intent. How do you gain agreement on the characteristics (a.k.a. firmographics) of the companies you want to pursue ?

Account Based Marketing 59

Account Based Marketing Ideal Customer Profiles Profiling Top of Funnel 59

Engagio

APRIL 20, 2020

First, consider focusing ABM programs on accounts that are currently showing signs of being in-market, either via anonymous first-party web engagement or third-party intent data. Account engagement systems, intent data, sales engagement tools and more. CMO, InsideView, Author. Practice Vice President, Gartner.

Work Management 131

Work Management Tactics Account Based Marketing Marketing Management 131

Engagio

APRIL 20, 2020

First, consider focusing ABM programs on accounts that are currently showing signs of being in-market, either via anonymous first-party web engagement or third-party intent data. Account engagement systems, intent data, sales engagement tools and more. CMO, InsideView, Author. Practice Vice President, Gartner.

Work Management 87

Work Management Tactics Account Based Marketing Marketing Management 87