It may not surprise you to learn that Account Based Marketing (ABM) focuses on generating engagement in a dedicated set of target accounts, rather than in a particular industry or market. If this sounds similar to what you do as a sales professional, you are right. But, what may surprise you, is that ABM requires Marketing to have a deep understanding of the Sales opportunity within target accounts to determine whether to include them in the program. And, an even deeper understanding of specific contacts within those accounts is required to create content and campaigns optimized specifically for them.
Executing ABM well has benefits for both Sales and Marketing. ABM can mean much larger average deal sizes for Sales. One study showed up to 40% higher deal sizes for accounts participating in ABM. So, how do you, as a salesperson, improve the odds that your critical accounts get selected for ABM programs? And, if your marketing team does not yet have ABM in their toolkit, how can you take inspiration from ABM and apply similar techniques? ValueSelling’s ValuePrompter™ tool provides the foundation for gathering and communicating this type of information and executing the perfect ABM campaign!
In this complimentary one-hour webinar, Liz Roche, an Associate of ValueSelling Associates, Inc., will share how salespeople can leverage ValueSelling techniques and the ValuePrompter™ tool, alongside their marketing team’s ABM campaign, to win bigger deals. She'll walk you through everything from setting your strategy to what marketing tactics work best for ABM. You’ll see how ABM can help you increase customer growth, retention, and loyalty.
What You’ll Learn:
- Why ABM matters to Sales
- How to partner with Marketing to determine if your account(s) should be in an ABM campaign
- How to plan and execute an effective ABM campaign for your target
Who Should Attend:
- Sales Executives
- Sales Managers
- Business Development Reps and Managers
- Marketing practitioners and strategists