Aligning Sales and Marketing to Increase ABM Impact

| June 5, 2018

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“ABM contributes directly to building and nurturing the right customer relationships and contributes to the growth of the firm via a larger pipeline and increased revenue. The partners see the ABM-er as a strategic adviser on the account, contributing to long-term account growth.

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Integrous Marketing

Integrous Marketing is a team of digital marketing professionals who develop attributable demand generation systems for complex sales cycle businesses. We help companies align their marketing activities and technology systems to execute campaigns that drive measurable business results… read: revenue! So, your site has turned into a stapled together pile of random pages that doesn’t really tell your brand story anymore and is a train wreck to manage. Yeah, we’ve dealt with this problem before. Our approach aligns your stakeholders’ interest with customers’ needs to meet business goals. As a complex sales cycle business you know that your web presence plays a critical role in your customer’s discovery and buying journey. We’ll help you get it right.

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How To Determine If Account-Based Marketing Is Right For You

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Account-based marketing is a topic on the rise of popularity due to the evolution of digital content, which has led to changes in business to business (B2B) sales. With the rise of digital content, buyers are more well informed than ever, and the number of stakeholders involved in the decision process has increased. This in turn, has resulted in longer sales cycles and has left customers in full control with the ability to research and identify profitable decisions before they are made. This means that one’s approach must be much more personalized and highly relevant in order to cut through the online noise and get through to key decision-makers. This has led many companies to adopt new ways of reaching their audience, and this strategy is being referred to as “Account-Based Marketing”.

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Is that ABM or just good marketing?

Article | February 21, 2020

We posted this blog last year, but it seems to be as important a question as ever, with ABM continuing to dominate marketing. So have a read and let us know your thoughts. To give you some perspective on why I'm tackling this as a subject, let me qualify my experience to you. We have observed, researched, actioned, piloted, rolled out account based marketing in large and small organisations; 1:1 ABM and 1:many account based approaches. And we were recently asked this question at an event and we bumbled through an answer because the question is quite large and fundamental. You can not rely on the actual written definition of account based marketing to help answer it. "Marketing to a set of named accounts" is not a descriptive definition.

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How ABM Can Help IT Companies Close More Deals Faster

Article | March 5, 2020

As with every other business, IT sales and ABM go hand in hand, and they have been for years already. The challenge always lies in figuring out how to continuously maximize your ABM approaches and strategies to increase your IT sales. In this post, we are going to delve into the three types of account-based marketing and how it can help boost your IT sales, but before we go more in-depth, let’s take a closer look at what exactly ABM and IT sales are and what they do.

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Improve Your Marketing & Sales Alignment With Account-Based Marketing

Article | March 20, 2020

Marketing & sales alignment is among the key factors that play a major role in determining the success of any business. Many B2B companies are starting to embrace Account-Based marketing or ABM for their overall marketing endeavors. ABM perfectly underpins the conventional, short-term marketing objective of harboring leads with strategies aimed at driving revenue growth in the long-term. In this blog post, we’ll be talking about ABM and how businesses can improve their marketing and sales alignment around it. But before we jump right to it, let’s try and understand why B2B companies must have their marketing and sales team aligned.

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Spotlight

Integrous Marketing

Integrous Marketing is a team of digital marketing professionals who develop attributable demand generation systems for complex sales cycle businesses. We help companies align their marketing activities and technology systems to execute campaigns that drive measurable business results… read: revenue! So, your site has turned into a stapled together pile of random pages that doesn’t really tell your brand story anymore and is a train wreck to manage. Yeah, we’ve dealt with this problem before. Our approach aligns your stakeholders’ interest with customers’ needs to meet business goals. As a complex sales cycle business you know that your web presence plays a critical role in your customer’s discovery and buying journey. We’ll help you get it right.

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