This article examines how approaching sales and marketing with account-based marketing (ABM) lifts efficiency across the board. To kick things off, we discuss a topic that is dear to the hearts (and careers) of sales leaders, CEOs and CFOs, but which Marketing is typically far removed from: the revenue pipeline.Continue reading
Many of us who work with 10X sales and marketing techniques (10X companies outperform their competitors by a factor of at least 10 in key aspects of their business models), invented and refined primarily in the US, view the success of Scandinavian companies such as Grundfos, Alfa Laval, Danfoss, Vestas Wind Systems and Foss Analytical Instruments with admiration. They’ve built their impressive track records on innovation, high-quality products and know-how.Continue reading
In many B2B companies, a lot more attention is paid to how many deals enter the pipeline than on measuring the rate of closed-won deals. Yet the average win rate is one of the most important measures of success! Although winning deals is normally considered the job of the sales team, how can the marketing team contribute to this crucial KPI?
If you’ve done the analysis, and your win rate is at or even below the industry standard, you might want to consider how account-based marketing (ABM) can boost revenue results.Continue reading
B2B-virksomheder har i øjeblikket lynende travlt med at omstille deres salg- og marketingafdelinger til account-based marketing (ABM), inden den næste finanskrise sætter ind. Bliv klogere på, hvad ABM er, hvordan det kan øge dine chancer i et vanskeligt marked, og hvordan du kommer i gang.Continue reading
B2B marketers are facing the biggest driver of change since the arrival of inbound marketing: the transformation caused by Account-Based Marketing (ABM). For those who may not know the term, the general principle of ABM is, to loosely quote ad giant David Ogilvy, no longer counting the people you reach, but instead, reaching the people who count.Continue reading