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Beyond the ABM Platform: Unlocking the True Power of ABX with Greg Acquavella
Manage episode 427012872 series 3583101
Konten disediakan oleh Mark Bliss. Semua konten podcast termasuk episode, grafik, dan deskripsi podcast diunggah dan disediakan langsung oleh Mark Bliss atau mitra platform podcast mereka. Jika Anda yakin seseorang menggunakan karya berhak cipta Anda tanpa izin, Anda dapat mengikuti proses yang diuraikan di sini https://id.player.fm/legal.
In this episode, Mark Bliss and Greg Acquavella discuss the key components of a successful Account-Based Marketing (ABM) campaign. They emphasize the importance of understanding the value of a sales rep's time and providing them with valuable information. They also highlight the need for clear leadership buy-in and a solid understanding of the target audience. Other key components include analyzing CRM data, establishing feedback loops, and having a field marketing budget. They also discuss the role of ABM platforms and share their biggest failures in implementing ABM.
Chapter
1. Introduction to ABM and Greg Acquavella (00:00:00)
2. Creative ABM Campaigns and the Power of Intent Data (00:02:32)
3. ABM for Enterprise and Smaller Deals (00:07:42)
4. ABM for Customer Expansion and Churn Reduction (00:09:44)
5. The Evolution of Intent Data (00:13:14)
6. Building a Strong Relationship Between Marketing and Sales (00:24:08)
7. Leadership Buy-In and Justification (00:31:14)
8. Analyzing Customer Data for Targeted Campaigns (00:32:44)
9. Establishing Feedback Loops for Success (00:35:38)
10. Lessons Learned from ABM Failures (00:43:52)
11. Advice for Struggling ABM Programs (00:49:02)
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