B2B Growth: Your Guide to B2B Marketing

B2B Growth

#BonusEpisode: Why You Should Measure ABM Differently (And How to Do It)


In this episode we talk to Sangram Vajre, Chief Evangelist and Co-Founder at Terminus. Also known as “The Accidental Evangelist,” Sangram is also the host of the daily #FlipMyFunnel podcast.

Sangram shares how one customer is running 500 1:1 ABM campaigns & their plans for ABM 2.0.

He share tactical ways teams can approach measuring the effectiveness of their ABM efforts:

1) Sales & Marketing both have to be involved in account selection

2) A formula for creating leveled tiers of accounts, including opportunities for quick-wins

3) Look for expansion opportunities within current accounts & chances to reuse plays from new customer acquisition efforts

Check out the article on the Terminus blog for more info (and a template for reporting on your ABM funnel):

https://terminus.com/blog/how-to-measure-abm-funnel-template-b2b-marketers/

Click here to connect with this guest on LinkedIn.

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