Since starting down the ABM track ourselves, we’ve presented the concept and workings of ABM to top management and sales and marketing leaders on many occasions. One comment we often hear early in our presentations, usually from salespeople, goes something like this: “In many ways, we’ve been doing ABM since forever. We just didn’t call it ABM.” And they’re right – in many ways.Continue reading
Improving pipeline accuracy with ABM
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
Industrial equipment sales & marketing 2020: It’s time to change
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
Strengthening sales and marketing for the next financial crisis
B2B companies are rushing to transform their current sales and marketing approach to an Account-based Marketing (ABM) approach before the next financial crisis. Learn what ABM is, how it can boost your chances in a tough marketplace and where to get started.Continue reading
Sådan ruster du salg og marketing til den næste finanskrise
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
Moving to account-based marketing? Don’t screw these 5 points up!
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
Kom hurtigt i gang med ABM
Klar til at gå over til account-based marketing? Her er 5 aspekter, som ikke må slå fejl!
B2B-virksomheder står i øjeblikket over for den største drivkraft for forandring siden inbound marketing – omstillingen til account-based marketing (ABM).
For dem, der ikke kender begrebet, er det overordnede princip bag ABM (for løst at citere reklameguruen David Ogilvy), at man ikke længere tæller de kunder, man når ud til, men i stedet når ud til de kunder, der tæller.Continue reading