From ABM Engagement to Enablement: Leveraging Buying Group Signals in B2B Tactics

Manufacturing revenue is a science. Companies can innovate on how they manufacture revenue just like they innovate on their product & technology. SaaS companies spend 23% of revenue on Product R&D to keep up with technological advancements, but $0 on Revenue R&D to innovate and improve how they manufacture revenue. Join Chris Walker, CEO and Founder of Refine Labs, to learn how winning companies are running Revenue R&D just like they run Product R&D – to launch new revenue programs into market, introduce innovation in the customer experience, increase market share, and build a sustainable competitive advantage.

Are you struggling to effectively use all of the enablement content at your disposal? Do you feel like you have a hodgepodge of resources and don’t know when and how to deploy them? In this masterclass, we discuss how the best sales reps employ enablement content to move deals forward and accelerate pipeline. We share real-life examples of how the fastest growing companies manage sales enablement assets, so you’ll come away with practical tips and techniques that you can put into action right away.

Buyers conduct research at all stages of their buying journey—they visit product pages, download marketing content, peruse case studies, and inevitably return to the websites that best meet their needs when it’s time to make a buying decision. When sellers can capture these buying signals at earlier stages in the journey, they can reach out to buyers who are getting closer to making a decision with the exact right messaging at the right time.

Are you using your MarTech stack to its greatest potential? When it comes to ABMifying your stack, there’s a good chance you already have the tools - the question is how to put them together. Integrating your CRM with RollWorks is a good start, and there are so many other ways to ABMify with platforms like Bombora, Crossbeam, Postal, and more! In just one quarter, Crossbeam, a RollWorks customer, was able to use the simple combination of Salesforce, Marketo, and RollWorks to see a 64% shift in accounts from “unaware” to “engaged” and see 18 influenced opportunities from high-level accounts.