Account-based marketing (ABM) is neither a product nor a point solution. Rather, it’s a strategy, a mindset, and ultimately a cultural Special leads movement. Done correctly, this culture shift leads to better sales and marketing partnership, and eventually the ability to maximize revenue potential together with sales. On the marketing side, ABM forces them Special leads to think like salespeople, which means going from a lead-based to an account-based mentality.
Instead of reacting to leads that are interested in products, marketing Special leads needs to catch up and align with sales by proactively selling into accounts that are a great fit for the brand. Additionally, they are catering messaging and personalization towards buying group Special leads s and personas, instead of individuals. Sales must also undergo a mentality shift because ABM forces them to trust technology and software to help Special leads scale their traditional strategic selling efforts.
It requires them to trust marketing and really work Special leads together across the aisle. While the idea of strategic selling has been around for a while, the technology has not. As the world of marketing and selling gets more complicated, ABM becomes more of a need than a want. Indeed, Sirius Decisions finds that 93% of B2B companies consider ABM to be extremely Special leads important for their success in driving more revenue. Common Challenges For the past few years, I’ve been reminded by customers and prospects about how difficult ABM execution is, especially getting started and obtaining early buy-in from sales. On average, it takes six to nine months to get