Leading the ABM Revolution: 3 Advanced Tactics for a World-Class ABM Program


This post is by Jon Miller from Openview Labs


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You’ve heard the hype: Account Based Marketing (ABM) is red hot. I don’t think it’s fair to call ABM “the next big thing in B2B marketing” because it is currently the big thing! Here’s what we do know – the ABM landscape is changing and evolving faster than ever before. A little over 3 years ago, we published one of the industry’s first comprehensive guides to ABM. Here we are 3 years later, and we’ve learned an extraordinary amount. So much so that we had to write a new Clear and Complete Guide to Account Based Marketing. With over 70% new content and over 170 pages, these are the latest and greatest ABM best practices. Over a 3-year span, we’ve noticed three key insights around executing ABM in organizations.

3 Lessons From the Front Lines of Account Based Marketing

1. You must establish “Account Entitlements” before selecting and tiering your
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Account Based Sales Development: How to Shorten Cycle Time, Close More Deals & Deliver Better Buyer Experiences


This post is by Jon Miller from Openview Labs


Click here to view on the original site: Original Post




Across B2B sales, the hottest topic in the last 12 months has been account based sales development. With an increasingly complex sales and buying process, getting organizational alignment is imperative. In this excerpt from The Clear and Complete Guide to Account Based Sales Development, we’ll cover coordinating and aligning all of your customer facing teams. Success with Account Based Sales Development is directly related to your ability to align all of your customer-facing teams in a coordinated strategy. If you want to shorten cycle time, close more deals, and provide a better experience for the buyer, you must get this piece right first. We can learn a lot by looking at how individual players on a team work together to pursue a common goal.

Your Account Based Team

Think of your Account Based Everything program as an organized team. No individual player alone can win a game. It takes
content-personalization-spectrum
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