With guests like Jeff Pedowitz (CEO of the Pedowitz Group), we've talked a lot about why 2/3 of ABM Programs fail. In this podcast, Kristina Jaramillo, Eric Gruber and their guest Jess Larkin (one of Okta's top strategic ABM marketers) will talk about the 6 key elements that are missing from most ABM programs:1. A clear understanding of what ABM is.2. An ABM strategy that is not just a list of tactical activities and cadences.3. The right ABM vendors (a partner like Personal ABM) 4. A balanced approach as only 1/3 of ABM programs are executing 1:1, 1:few AND 1:many.5. An account plan for how sales and marketing teams will prospect, nurture and close tier 1 accounts. 6. Greater relevancy with the human buyers in the accounts that GTM teams want.Listen to this podcast to uncover:
How and why ABM is misunderstood
Why you need to have an ABM strategy before investing in tech
What needs to be part of your ABM strategy
How GTM teams are getting 1:1 ABM wrong
How your GTM teams need an account plan and how they should be aligning with the strategic priorities and business visions of target accounts.
Podden och tillhörande omslagsbild på den här sidan tillhör Kristina Jaramillo and Eric Gruber. Innehållet i podden är skapat av Kristina Jaramillo and Eric Gruber och inte av, eller tillsammans med, Poddtoppen.