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EP. 146 - Who is ABM for?

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Manage episode 468171514 series 3597488
Content provided by Mason Cosby. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mason Cosby or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode of Scrappy ABM, host Mason Cosby explores who Account-Based Marketing (ABM) is best suited for and the essential criteria companies should meet before launching an ABM program. Mason shares insights on sales team requirements, product-market fit, contract value thresholds, and more to help you determine if ABM is the right approach for your business.

Best Moments:

(00:00) Introduction to the episode’s topic: Who is ABM for?

(01:05) ABM is primarily for B2B companies

(01:37) The importance of having a dedicated sales team

(03:32) Product-market fit and ethical selling in ABM

(06:10) The need for a larger average contract value (ACV)

(08:13) Ideal sales cycle length for ABM implementation

(09:09) The opportunity for deal expansion in ABM

(09:52) The importance of a clear market focus for target accounts

(10:39) Warning against implementing ABM if criteria are not met

  continue reading

166 episodes

Artwork
iconShare
 
Manage episode 468171514 series 3597488
Content provided by Mason Cosby. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Mason Cosby or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

In this episode of Scrappy ABM, host Mason Cosby explores who Account-Based Marketing (ABM) is best suited for and the essential criteria companies should meet before launching an ABM program. Mason shares insights on sales team requirements, product-market fit, contract value thresholds, and more to help you determine if ABM is the right approach for your business.

Best Moments:

(00:00) Introduction to the episode’s topic: Who is ABM for?

(01:05) ABM is primarily for B2B companies

(01:37) The importance of having a dedicated sales team

(03:32) Product-market fit and ethical selling in ABM

(06:10) The need for a larger average contract value (ACV)

(08:13) Ideal sales cycle length for ABM implementation

(09:09) The opportunity for deal expansion in ABM

(09:52) The importance of a clear market focus for target accounts

(10:39) Warning against implementing ABM if criteria are not met

  continue reading

166 episodes

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