Core ABM

Why Account Insights are the Missing Link in ABM Success

January 27, 2022

Missing Link in ABM Success
ABM focuses on targeting the right accounts at the right time and treating your prospect as a market of one. But an often-overlooked component within targeting campaigns is understanding the customer — generating insights into account activities are the missing link.

The challenge lies in figuring out which points of information are most relevant to your prospect and crafting a plan to fully leverage them to drive engagement. Enterprise buyers are increasingly protective of their time, while a potential vendor that still expects the luxury of a lengthy introduction and a recounting of what challenges stand in the way of the organization’s progress is unlikely to move the relationship forward.

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Demand Metric

Demand Metric is a global marketing research & advisory firm serving a membership community of over 38,000 marketing professionals, CEOs, and business owners with advisory services, custom research, benchmarking reports, vendor studies, consulting methodologies, training, and a library of 500+ practical tools and templates. Using Demand Metric resources, members complete projects faster and with greater confidence, boosting respect for the marketing team and making it easier to justify needed resources. Our 1,200+ corporate clients range from start-ups to consulting firms to members of the Global 1000.

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