Topic | ABM

Q&A: Demystifying Account Based Marketing

|  by Anna Fisher

Forrester's Laura Ramos shares her thoughts on why many B2B marketers get confused when trying to implement account based marketing.

Is Predictive Analytics Your ABM Silver Bullet?

|  by Sharon Gillenwater

Way back when, companies typically defined their “hot” lists based on some broad criteria, often defaulting to company size, product line, or even the Fortune 500. But these lists can be way off target when it actually comes to producing sales.

ABM Helps Engage B2B Buyers

|  by Beth Negus Viveiros

Early results of a survey on ABM trends by Scratch and demandDrive show that a little over a third of B2B companies have an ABM program in place, and 17% are in the process of launching one.

Is Your Data Ready for ABM?

|  by Tracy Eiler

Knowing what one contact does is fine, but knowing how several people at a company are interacting with you is much more powerful, and that's the crux of ABM.

3 Reasons Targeted Data is Critical to ABM

|  by Tracy Eiler

Regardless of your ABM approach, targeted, clean, accurate and shared account and contact data is required to make ABM work at all, let alone work well.

marketing leaders

What’s Killing Your ABM Strategy and How to Fight Back

|  by Sanjay Castelino

Falling into traditional, lead-focused marketing and sales tactics is easy when spinning up an ABM strategy, but it’s important to remember ABM is the antithesis of classic lead-generation programs. How do you fight the temptation to revert to the norm? You focus on value on a more intimate scale.

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CHIEF MARKETER 200