Last week we had a couple of in-depth conversations with the CMO of a very large technology company and discussed their challenges to generate inbound leads using Account Based Marketing approach. After the evaluation of their current situation, we were not at all surprised when he asked: “Do you know of ANY organization where ABM REALLY delivers?”
- 5th December 2019
It is a fact: increasing risk aversion, compliance concerns ( email and opt-in legislation ) and technology complexity, has resulted in a high increase in the number of people involved in the purchasing process. As every sales professional knows, the bigger the team, the less likely they are to end up buying. In this context, winning big deals today means working the entire account. In this context, B2B organisations face 3 real challenges: How to reach all the people that…
- 20th November 2019
If you want to bring some joy to your Account Based Marketing (ABM) campaigns, then check-out these five key areas in which you need to excel. Good news is that these are not about technology but rather about having the right process in place so really this is just about making sure the fundamentals are there. 1. Account Selection Don’t throw darts at a piece of paper and hope for the best. Pick the accounts which you know intimately and…
- 19th November 2019
When it comes to B2B space, the buyer-seller relationship isn’t always the easiest to manage. The days you could close a sale by working just with one individual are gone, now it is all about marketing and sales influencing a large group of people.
- 3rd June 2019
What do you do when you have limited awareness, limited account visibility, and you know that your customer wants to go 60-80% of the way before he or she even wants to talk to a sales person?
- 6th December 2018
Account Based Advertising and Programmatic B2B are reinventing outbound demand generation. All you need to know packed in a concise guide. The Essential Read for All Companies Embracing Programmatic B2B. Treat yourself to a gift that will keep on giving: ” The Definitive Guide to Account-Based Advertising” published by The Digital Effect team is the essential kit for all companies embracing the ABM journey. The Digital Effect customers are leading the way in Account-Based Advertising. Want to start using it?…
- 19th October 2018
Over the past few months, we’ve been working hard at developing our ABM targeting capabilities so we can provide breakthrough AdTech for B2B Marketers in 2019. As such we are happy to announce three major enhancements: