New Research Reveals Early ABM Success Comes From Existing Accounts
People just can’t stop talking about account-based marketing (ABM). With new technologies to help organizations scale, and a shifting focus on the customer experience, the age-old strategy of focusing your marketing efforts on a shortlist of your most desired accounts...
4 Sales Funnel Stages Where Prospects Quickly Fall Out Of Love With You
There’s something comforting about the traditional sales funnel stages for B2B salespeople and marketers. You know that if you toss a certain number of leads in at the top, you can expect a (small) percentage of deals to shake out at the bottom. It’s just...Never Lose A Deal Alone: 5 Advocates You Need In Your Sales Funnel Stages
This post was updated on August 25th, 2016. In B2B sales, we’re taught to never allow ourselves to be single-threaded in an account. That’s why we label the different people we interact with throughout sales funnel stages with some common terms: Evaluators, Business...7 Steps To Creating The Best ABM Campaign Ever With Advocacy
Developing your account-based marketing (ABM) strategy while keeping your brand advocates in mind will ensure your next ABM campaign is a success. Combining the two gives you the best of both worlds: the targeting power of ABM, and the ability to leverage your...