ABM is a highly targeted and strategic form of customer acquisition. It combines marketing with outbound sales techniques to identify, nurture, and close strategic accounts.
While the goal of traditional inbound marketing is to promote your content to a wide audience, ABM is the reverse: you start by identifying a small number of target accounts and then tailor your content to that audience.
Simeon Atkins joined the Predictable Revenue podcast to discuss leveraging account-based marketing (ABM) for more effective sales development outreach.
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The three main characteristics of ABM (2:21),
The benefits of ABM for sales reps (5:05),
Common mistakes in implementing ABM (7:16),
Best practices for getting started with ABM (8:55),
How sales intelligence tools can streamline the process (14:40),
Tips for how sales reps can get started with ABM today (16:41).