Category: ABM | Winning by Design

Example customer journey for an enterprise account

How To Design An Enterprise Playbook Aligned With Your GTM

By Shari JohnstonMarketing, ABM, GTM

Moving upmarket to sell to larger companies is a typical stage in a company’s growth journey. But what’s the best way to make that transition easier and faster? After advising many businesses on how to sell to enterprise accounts and deliver sustainable revenue growth, our biggest takeaway is this: It’s...

May 5, 2021

How to create a Target Account List for your Enterprise team

By Shari JohnstonMarketing, ABM, Demand Gen

What is a Target Account List? As digital marketing continues to evolve, the most successful B2B companies are putting more and more emphasis on targeting the right accounts. They don’t want to waste time and money reaching out to potential customers who have no interest in their product. The answer...

March 21, 2021

How to Engage Executives at your Key Accounts

By Shari JohnstonMarketing, ABM, Demand Gen

Enterprise go-to-market teams are challenged now more than ever to engage executives to build pipeline and grow existing customers. At the same time, executives are more overwhelmed than ever with digital marketing and communications. The average professional receives 120 emails per day. With the deluge of digital communications and voicemails,...

October 31, 2020

Account Based Prospecting and Marketing and Metrics

By Jacco van der KooijABM

Metrics to help measure the effectiveness of account based prospecting: Database Coverage Engagement Score Conversion Rates Volume Targets A company-wide account based prospecting dashboard could look like this: Green: # and % of accounts that have engaged with your brand Blue: # and % of accounts with open opportunities Red:...

February 19, 2018

How to use social to make your quota

By Jacco van der KooijABM, Enablement, Sales Development

Everyone is online nowadays. From the CEO of a Fortune 500 company to the janitor at your local high school. They’re online for the same reasons you are: to be entertained, to engage with others, to source information, and to find solutions to their problems. The best part about this…

June 20, 2017

How To Use LinkedIn To Attract Better Prospects

By Jacco van der KooijABM, Remote Sales & CS, Sales Development

Few tools have been as transformative to the sales landscape as LinkedIn. Sure, we’ve seen the arrival of tools and platforms that enable people to scale their approach to sales and understand who their customers are, but there’s still nothing that compares to LinkedIn when it comes to providing direct…

May 9, 2017

ABM

How To Design An Enterprise Playbook Aligned With Your GTM

How to create a Target Account List for your Enterprise team

How to Engage Executives at your Key Accounts

Account Based Prospecting and Marketing and Metrics

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