Account Based Selling and ABM. Why They Work

| November 21, 2016

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Account Based Marketing has flipped the sales funnel as marketers know it. Where before it was a straightforward story from awareness to transaction, an account based marketing sales funnel is all about the customer, taking into account the complexity (and multiple points) of the decision-making process for businesses. Given the length of time it can take to make a sale – especially when talking about a large enterprise – finding ways to connect to customers through marketing on a personal level is a smarter, more effective approach. Having a wealth of knowledge about a company at your fingertips makes it easier for your sales department to establish long-term, trusted relationships with loyal clients. That explains the journey that account based marketing has taken over the years: from buzzword to a powerful marketing strategy inspired by the techniques once used by the old-school players who still remain at the top of their game. It also explains why account-based sales development (ABSD) is coming along for the ride.

Spotlight

The Smarketers

Businesses around the world know the value of sales and marketing, but struggle with generating ROI from their existing processes, because they still rely on outdated methods to find customers in a business environment that is saturated with information.

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Spotlight

The Smarketers

Businesses around the world know the value of sales and marketing, but struggle with generating ROI from their existing processes, because they still rely on outdated methods to find customers in a business environment that is saturated with information.

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