ABM, Best Practice, Data Management, Strategy, Thought Leadership
Target Account ListTarget Account Lists Not all customers are created equal. On average, only a third of customers create nearly all profit, and more than 20% of your customers consume most of that profit; this is the difference between ICP and TAM. An accurate ICP...
Generative AI, Strategy, Thought Leadership
We’re writing this in the waning weeks of 2023, and assuredly, thousands of B2B GTM professionals are feeling the cold chill of uncertainty in their planning for 2024. Join Our LinkedIn Group - ABM Insiders How To Apply Generative AI In Your GTM Planning...
ABM, Data Management, Intent Data, Strategy, Thought Leadership
While more Intent Data is better than less, if the objective is to decipher how and when to invest sales and marketing resources, Intent Data alone is a poor proxy for making this decision. Join Our LinkedIn Group - ABM Insiders The first step in our deep dive is to...
ABM, Strategy, Thought Leadership
Are you getting what you thought you bought? A survey by Bain and Google of 1,208 people at U.S. companies who are involved in buying software, cloud hosting, hardware, telecommunications, logistics, marketing, and industrial equipment revealed a set of misconceptions...
ABM, Best Practice, Data Management, Strategy
Every organization has a finite audience who hear their value propositions better… find it more valuable… are willing to pay more for it… and need it faster. Simplifying the cacophony of confusion in the market, ABM is nothing more or less than the strategy to...
ABM, account based advertising, Best Practice, CDP, events, Strategy
It's a wrap! I said it last year but need to repeat it again this year… the B2B Marketing Exchange is the single best, most strategic B2B marketing event of the year. This year, the crowd was amazing… over 1,400 registered attendees, more than a 40%...
ABM, CDP, Data Management, Strategy
A behind the scenes story of our latest Feature Article in ABM In Action: For ABM, Data Is A Good Four-Letter Word. Make it easy for Buyers to buy Meaningful data management processes provide significant value to your ability to measure and control your ABM...
ABM, CDP, Data Management, email marketing
Where's email in your Account Based Marketing Strategy? 59% of B2B Marketers rate email as effective for driving early stage engagement, 81% say it’s effective at driving conversions later in the funnel. Let that sink in for a moment…...
ABM, ABM Agency, CDP, Data Management
Data defines your greatest sales and marketing assets Targeting, personalization, measurement… what do these all have in common? Data. Specifically, ABM Data. Considering data to be a contact you purchase, an Intent Data signal you acquire or a marketing list to...
ABM, account based advertising, Articles, Strategy
"A Light at the End of the Tunnel" The folks at Demand Gen Report asked us to contribute to their 2019 Account Based Marketing trends report just released in ABM In Action. Personally, I often times don’t like these stories because the advice is terrible,...
