Executing ABM for High Growth
An Execution Framework for overcoming the challenges and complexities of ABM to realize high ROI on ABM campaigns.
You might hear quite a lot about ABM and wonder whether it's critical for your company and what it takes to make it work for you.
First of all, it works. Companies report seeing 171% increase in average annual contract size when using ABM. Think about that—if you can increase average deal size by 171%, that means a significant increase in revenue without increasing sales payroll. A really good thing.
But what does it take to get there? Do you need additional skill sets? New technology? A different way of marketing and selling? New metrics and KPIs?
This paper addresses these and more questions--the advantages of ABM and its significant implementation challenges—and of course, how to overcome these.