Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?
You will learn:
1.How to identify external business drivers that are the seeds of buyer relevance
2.Translating the drivers into truly differentiated offerings and messaging
3.The components of an ABM-ready Value Proposition
4.Building a sales-ready value proposition from the outside-in
Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a key focus area is developing a deep understanding of the account’s external drivers and translating that into relevant, buyer-focused messaging that increases engagement. What does it take to create an “ABM” value proposition?
You will learn:
1.How to identify external business drivers that are the seeds of buyer relevance
2.Translating the drivers into truly differentiated offerings and messaging
3.The components of an ABM-ready Value Proposition
4.Building a sales-ready value proposition from the outside-in
Details
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