ABM Is B2B. - Why B2B Marketing and Sales Is Broken and How to Fix It

Sangram Vajre, Eric Spett

Key Facts and Insights from "ABM Is B2B"

  1. Account-Based Marketing (ABM) is a paradigm shift in B2B marketing and sales.
  2. Traditional B2B marketing and sales approaches are broken and inefficient.
  3. ABM focuses on targeting key accounts rather than individual leads, thus improving efficiency and ROI.
  4. ABM requires a collaborative approach between sales and marketing teams.
  5. ABM is not a tool or software, but a strategy that needs to be implemented at the organizational level.
  6. The authors provide a detailed framework (TEAM: Target, Engage, Activate, and Measure) for implementing ABM.
  7. ABM implementation requires a shift in mindset, organization structure, and...

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Ben Brook

Ben Brook GB

Sales and Marketing Director