The new LeadGenius "Insights" feature will provide analytics about the number of key accounts and contacts LeadGenius finds that fit your ideal customer profile (ICP), as well as a data audit to give you an immediate picture on incomplete contact fields and overall contact health.
ABM was once the domain of enterprise sales, but with the right data and process in place, this can be a powerful tactic for human resource tech firms targeting companies of any size.
In this whiteboard video, J. Ryan Williams, VP of Sales at LeadGenius, walks us through cleaning up an org chart and mapping it to a decision making panel.
LeadGenius’ new ABM-friendly Salesforce integration allows you to export your LeadGenius data directly to Salesforce with the fields and format you want.
In this video interview, Renaud Bizet, Director of Global Marketing Operations at Marketo, discusses how inbound and outbound can coexist for stronger ABM.
In this video interview, Jen Spencer, VP of Sales and Marketing at Allbound discusses engaging buyer personas and event marketing.
4 Key Data Points For Effective Sales Forecasting | Joe Ort, Director of Sales Operations, SiriusDecisions [Video]
In this video interview, Joe Ort, Director of Sales Operations at SiriusDecisions, discusses the most important data points for sales forecasting.
“If you want to do effective ABM, you have to combine outbound with inbound," says Andre Yee, CEO of Triblio, in the video interview about ABM.
“Sales operations is about painting a picture of where the business is going long-term, and how that vision translates back to the organization in terms of success.”
In theory, Account Based Marketing (ABM) is a narrowing of the funnel. In exchange for concentrating marketing resources on a limited number of accounts, you trade a higher Cost per Lead (CPL) for the promise of better conversion rates, lower churn, higher Average Customer Value, etc. However, in practice, ABM does not mean you have to limit your reach at the top of the funnel. Account based tactics can be used to compliment just about any approach to demand generation.