- February 28, 2023
- Posted by: Gopal Krishna
- Categories:
Many Software Cos. have easy access to target accounts ‘company profile & contacts’. However, it’s insufficient and ineffective. Everybody has this “information.”
What’s need is “actionable intelligence” to;
o “Foster” cross-collaboration between Marketing & Sales teams
o “Connect” with decision makers; emotionally, personally and professionally
o Create “contextual” conversations
o Establish “thought leadership”
o Position as “partner / advisor” as opposed to just a vendor
o Create “competitive advantage”
o Support “standardization” of sales-cycle process.
Account Based Strategy (ABS) does not need significant investment, more leadership bandwidth, or higher effort but a change in the “mind-set.”
I believe, entering new markets, acquiring new accounts, and growing existing accounts is complex, need investment and long-term commitment. ABS is one of the best tools available to optimize sales & marketing strategy and deliver better ROE and ROI.
Happy to help, reach out to have an open conversation…
#ABM #B2B #Sales #Marketing #GTM
