Are you confident that account-based marketing is the right strategy for your organization, but don’t know how to get started? Are you looking for actionable advice and a concrete plan that doesn’t require investing thousands of dollars in software out of the gate? If so, this workshop is for you.
Agenda:
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What is ABM? A clear and concise definition
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Making the case for ABM at your organization
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The difference between demand generation and ABM
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Target account identification
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Three different types of ABM and how to pick the right one for you
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The pipeline approach to sustainable ABM programs
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Persona definition and the role personas play in a successful ABM program
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Stage and play definition
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Account disposition and nurturing
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Sales outreach structure
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Mapping messaging, content and channels to the buyers’ journey
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Measuring success and applying continuous improvement