Counterpart Marketing Lead | Formerly Issuu, OpenText, Webroot • 3mo
Meetings booked is the single strongest predictor of win rate in every ABM model I've built, but the relationship only holds when you look at meeting quality, not just volume. Here's what I've found actually moves the needle: Meetings booked (ABM vs. non-ABM accounts): The delta here is striking. In most models I've run, ABM accounts that reached a first meeting converted to pipeline at 2-3x the rate of non-ABM accounts. That gap alone justifies the program investment. Multi-threaded engagement ...Read More
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