strategicabm | Account-based Marketing Agency

Buyers are struggling with an information overload. They are struggling to make sense of the choices. But they don't necessarily want to talk to Sales. Who do they want to talk to? Their peers. Peers? Your Subject Matter Experts. But the most effective customer-vendor relationships are when: You connect your technical people with your customers' technical people. Agency CMO, Declan Mulkeen has written an in-depth piece on Peer-to-peer ABM in this month's DashDot. You're more of a listener? Great - here's the audio version.👇 What's your experience of Peer-to-peer? --------------- Follow strategicabm | Account-based Marketing Agency for daily ABM insights, strategies, and fresh ideas.

Marketers and Sales professionals - which one of these three 👇 are you doing? Your buyers - customers and prospects have changed. Have you? Your customers and prospects want (and need) to be engaged in a different way. Today’s buyer is informed self-educated. Today’s buyer does not need a salesperson to tell them the what, when, how, why, etc. They know all of that and much more. 80% of the buying journey is now done ‘without the involvement of Sales’. This shift needs Sales (and Marketing) to adapt. This shift needs Sales (and Marketing) to find new ways to engage. But what does ‘without the involvement of Sales’ mean in reality? Does it mean that Sales sit back? Does it mean Sales waits for the Customer/Prospect to self-educate? Of course not. Sales must prove their value at every step of the buyer’s journey. Are you giving? Are you telling? Or are you helping your customers/prospects makes sense of the options? Declan Mulkeen has written an in-depth piece on the new buyer and sensemaking - head to comments to grab it. P.S.: Are you sensemaking? --------------- Follow strategicabm | Account-based Marketing Agency for daily ABM insights, strategies, and fresh ideas.

Your company has a secret Sales Marketing weapon. A weapon that can break down any ‘opportunity’ door. Your Subject Matter Experts. Your CTOs. Your CISOs. Your CFOs. Your Talent. Your Talent, that has such deep subject matter expertise. Expertise in your solutions. Expertise in your market. Expertise in your customers. Expertise in your customers’ challenges. Some of the best ABM strategies we have seen are when your SMEs are deployed as part of the program. In direct Sales contact with the customer/prospect. In the Account Experience you produce. We like to call it Peer-to-peer ABM. If you’d like to take a deeper diver into the subject - head to the comments. Is Peer-to-peer on your agenda? Share success stories and let's learn together. --------------- Follow strategicabm | Account-based Marketing Agency for daily ABM insights, strategies, and fresh ideas.

Track this metric to know if you will win big deals or not. The number of engaged* stakeholders involved in the deal. * With the key tracker being 'consistently involved' Big deals need the the entire buying committee engaged. Deal win rate. Deal velocity. Deal size. Are all linked to how many stakeholders are involved and bought in. That's why we deploy Multithreading in all our ABM campaigns. It's a game changer. We've summarised here 6 steps to multithread. And we're produced a step-by-step guide - head to comments to grab it. P.S.: Which of the 6 points do you find most useful? ----------- Need help with your ABM? 🎯 Hit the 'book an appointment' link above in my profile to grab a slot and we'll review your ABM strategy/plans. 📆

This one thing is stopping you winning big B2B deals. 6-12 people (on average) are involved in any decision - how many are you talking to? Probably 1,2,3? That's the issue. Each member of the buying committee has: Their view Their agenda Their prejudices Their preoccupations Their selection criteria To win big you need to: Target and engage each stakeholder. Align with each individual's objectives. Create a cohesive narrative that resonates across departments. The aim? Accelerate the decision-making process Move deals forward faster Increase revenue. The answer? Multithreading. Head to the comments for our step-by-step guide on how to build a multithreading strategy.

How the hell do you keep up with the latest in ABM? Easy. DashDot. The Account-based Everything Magazine. Look what's inside this month's edition: ✅ ABM Multithreading courtesy of Josh Weale ✅ Peer-to-peer ABM from our very own Declan Mulkeen ✅ ABM ROI Modelling process from Josh Weale ✅ Pursuit-based Marketing with Celia Slack ✅ Award winning ABM program by Sloan Newman, MA/MSc 5 great learnings. Ready to dive in? Head to the comments. 👇 P.S.: Let us know what you think! OR - suggest an ABM subject you'd like to learn more about for a future edition of DashDot. -------------------------------------

Meet this month's ABM Hero, Jamie Armstrong. 2 years ago, Jamie asked himself a question: What does it mean to be ABM ready? And how do you get there (and bring everyone along with you)? His organization, BICS, like many technology firms, had grown significantly. How? Through more traditional Sales and Marketing efforts. With a particular focus on lead generation strategies. But, the company and the markets in which it operates had changed. BICS was now focused on winning and growing its share of enterprise. And it needed a new game plan. This is the story of BICS and Jamie Armstrong’s ABM journey. An ABM story of: Change of mindset Achieving alignment Preparing the foundations. To conquer the enterprise market. We feature Jamie Armstrong and BICS as this month's ABM Heroes story. If you want to learn what it takes to become ABM ready - this is a must-read. Read Jamie's story of ABM success here: https://hubs.la/Q02NhP_s0 --------------- Follow strategicabm | Account-based Marketing Agency for daily ABM insights, strategies, and fresh ideas.

Meet this month's ABM Hero, Jamie Armstrong. 2 years ago, Jamie asked himself a question: What does it mean to be ABM ready? And how do you get there (and bring everyone along with you)? His organization, BICS, like many technology firms, had grown significantly. How? Through more traditional Sales and Marketing efforts. With a particular focus on lead generation strategies. But, the company and the markets in which it operates had changed. BICS was now focused on winning and growing its share of enterprise. And it needed a new game plan. This is the story of BICS and Jamie Armstrong’s ABM journey. An ABM story of: Change of mindset Achieving alignment Preparing the foundations. To conquer the enterprise market. We feature Jamie Armstrong and BICS as this month's ABM Heroes story. If you want to learn what it takes to become ABM ready - this is a must-read. Read Jamie's story of ABM success here: https://hubs.la/Q02NhP_s0 --------------- Follow strategicabm | Account-based Marketing Agency for daily ABM insights, strategies, and fresh ideas.

Your ABM strategy must engage your target accounts' Executives. How? With this Play. 👇 So...Let’s play Executive engagement The Executive Engagement ABM Play is a strategy to leverage your organization's C-suite to: Enhance your organization’s credibility. Build those important relationships. Position you as thought leaders. Drive new revenue opps. Ready to play? 🏈 Head to strategicabm DOT com to grab your copy of DashDot and learn this Play. --------------- Need help with your ABM strategy? Book your place on our ABM Lunch Learn workshop and get your personalized ABM strategy roadmap: https://hubs.la/Q02zD2R20

Why personalization matters in ABM. 👇 Just saying. 😎 Looking for a step-by-step guide to scale personalization in ABM? Look no further: https://hubs.la/Q02NhP_s0