The Comprehensive Guide to Account-Based Sales for 2018

Aja frost | January 2, 2018

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According to Google Trends, interest in account-based sales is steadily rising. But what is account-based sales? An account-based model treats every account like a market of one. Instead of one salesperson targeting a single contact within a company, an entire team is dedicated to targeting multiple stakeholders at the prospective customer’s company.

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Sundog

More predictable revenue growth. More personalized experiences for your customers. And more value from your marketing technology. At Sundog, we turn leads into revenue. We specialize in buyer journeys, demand generation, lead management, channel management, mobile and web development, insights and analytics, and more. Have a tough challenge? Bring it on. With 100 experts and 50+ certifications in Salesforce, Sitecore and more, we have a lot of expertise up our sleeves. But more importantly, we believe in rolling them up.

OTHER ARTICLES

What is Account Based Marketing and how does it help to generate B2B leads?

Article | February 25, 2020

Inbound marketing remains one of the most efficient digital marketing techniques available. But did you know that you can also perfectly combine the content that you create for your inbound strategy with a traditional outbound sales approach? Or can make it even more detailed for specific sectors? This technique is called Account Based Marketing, and we explain below what it is and how you can generate additional B2B leads with it.

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Are Revenue Operations the Secret to Account-Based Success Right Now?

Article | March 31, 2020

We’re hearing that a number of companies are shifting investments from canceled events into account-based efforts. Great news! Of course, we’re biased when it comes to all things account-based here at Engagio, but that’s because we know it works. The challenge now is to get those programs up and running both well and quickly. How can you make that happen and speed time to results? Two words: Revenue Operations. There’s a reason so many people signed up for the recent OpsStars event hosted by LeanData and co-sponsored by Engagio. RevOps is a movement in B2B whose time has definitely come.

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Account-Based Marketing Is a B2B Strategy, Not a Tool

Article | March 19, 2020

Founded in 2014, by Eric Spett, Eric Vass, and Sangram Vajre, Terminus is a key player in the account-based marketing (ABM) space. Clients include top brands like 3M, WP Engine, Glassdoor, and Dun & Bradstreet. I spoke with Sangram Vajre, one of Terminus’ three co-founders, to learn more about the platform and how an ABM approach is effective at reaching B2B buyers in a cluttered MarTech environment.

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The Missing Link in Your ABM Strategy Part 2

Article | March 19, 2020

In part one of this series, we defined account-based marketing (ABM), discussed why it mattered, and highlighted the need for a unified data strategy to create a single-source of truth. But many marketers still grapple with the question: is ABM a strategy or a technology? While ABM technology can certainly help marketers leverage data and speed to drive maximum efficiency, delivering personalized experiences off the back of a holistic data-based understanding is just part of the equation. ABM technology, on its own, can’t meet the need for a personalized and connected experience that our customers have come to expect.

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Spotlight

Sundog

More predictable revenue growth. More personalized experiences for your customers. And more value from your marketing technology. At Sundog, we turn leads into revenue. We specialize in buyer journeys, demand generation, lead management, channel management, mobile and web development, insights and analytics, and more. Have a tough challenge? Bring it on. With 100 experts and 50+ certifications in Salesforce, Sitecore and more, we have a lot of expertise up our sleeves. But more importantly, we believe in rolling them up.

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