3 things sales leaders should know about ABM measurement

As a sales leader, you might think account-based marketing (ABM) isn’t for you. After all, it has the word marketing in the name. But the reality is, ABM isn’t something marketing does in a silo and B2B sales orgs need to get on board. Put simply, ABM is a target account strategy that requires sales and marketing teams to work together to target, engage, and win their best-fit accounts. Sounds like a dream come true, right? Finally, your marketing team isn’t just dumping leads into the funnel and expecting you to sift through a bunch of junk to find a few good prospects. They’re actually helping you convert and close the accounts that matter most. But for this to happen, you have to get comfortable with a new approach to measurement. Let’s look at three things all sales leaders should understand ABM measurement and report.