According to TechTarget1, Account-based marketing (ABM) is a business-to-business (B2B) strategy that focuses sales and marketing resources on targeted accounts within a specific market. Instead of broad-reaching marketing campaigns that touch the largest possible number of prospective customers, an ABM strategy focuses resources...
Getting to Decision Makers
Travel Services Company
TARGET ACCOUNT PAIN – A global Travel Services company, with growing M&A activity, acquired several new customer databases requiring integration and protection. With internal and external pressures from expanded social media programs, PCI standards and data relationship complexity, the […]
Discover the markets first, fastest, easiest and most affordable Target Account alignment to any Vendors’ business Value. We believe the #1 challenge facing Account-Based Marketing has more to do with time, than Marketing’s ability to accomplish the above. Given adequate time (difficult with fast moving technologies, competitors and markets), Marketing does an excellent job driving relevant and meaningful 1:1 content to its audience(s).
In the survey, it was revealed that ABM is essential to improving sales and marketing alignment, but many marketers believe they lack the support needed to be successful at ABM. Over 90% of companies recognize the value in ABM, only 20% have had full programs in place for more than one year.
There are two traits that stand out when it comes to the “essence” of the CEO personality: an ability to embrace appropriate risks and a bias toward acting and capitalizing on opportunities. In other words, a CEO is significantly less cautious and more likely to take action when compared to other senior executives.
A hot topic among start-up CEO’s and business leaders, when moving into accelerated, let alone, hyper-growth, is how to hire the right type of sales person. Whether during, or in anticipation of a round, they will ask their Head of Sales, HR, Ops, and Marketing…. “Can these Reps produce in our environment”?
When I think of all the sales training I have had, or have learned about, most, to all, have been effective and well worth the effort. Yet, few to none, have focused on time. Time from the perspective of having more of it for selling, thinking about strategies, doing more research, analyzing my pipeline, and the list goes on and on.
For decades, selling was typified by having Reps cold call to open an account. They were typically individuals with a direct demeanor, and many times more aggressive than need be. The definition of their behavior was not as a “hunter”, more so, just a successful sales rep.
Over the last several years, there has been a quiet explosion of numerous new technology companies being born, from SF downstream to NYC. Especially with the advent of SaaS technologies, many of these firms are quickly funding, and entering their respective markets, at an alarming rate.
Analysis and sampling conducted by SDM over a 3-year period revealed that “less than ½ of one percent” of these firms undertook professional-grade sales performance or in simpler terms – “how do we sell more when we are NOT salespeople