How does sales channel structure affect your internal partnerships?
1 Answer
Mindy Servello
Calendly Head of Demand Generation • October 26
I have built and scaled ABM strategies at start ups with no SDR function to larger $250M+ ARR organizations with a very robust, global sales team. Although I can go many directions with this question, I will leave it at this - no matter the sales structure when first building an ABM strategy, find a sales person that you have built a great relationship with that is open minded and 'marketing friendly'. Run an ABM pilot together. You'll be able to show the lift in results from ABM and non-ABM accounts. Qualitative data speaks for itself. Once other members of the sales team hear about this, they will come to you to be included and the data allows a robust business case to justify further investment into ABM.
1102 Views
Docker SVP, Growth Marketing (CMO Role), Andy Ramirez ✪ on Account Based Marketing Strategy
March 14 @ 10:00AM PST
Calendly Head of Demand Generation, Mindy Servello on Account Based Marketing
October 26 @ 11:00AM PST
Google Group marketing manager, Steve Armenti on Account Based Marketing
October 26 @ 10:00AM PST
Top Demand Generation Mentors
Erika Barbosa
Counterpart Marketing Lead
Nash Haywood
Cloudflare Head of Digital Marketing
Matt Hummel
Pipeline360 Vice President of Marketing
Keara Cho
Salesforce Sr. Director, Field Marketing
Moon Kang 🚀
Showpad Director of Digital Marketing & ABM
Sheena Sharma
Heap Vice President, Marketing Acquisition & Growth
Sam Clarke
Second Nature VP of Marketing
Sruthi Kumar
Notion Account-Based Marketing
Laura Lewis
Addigy Director | Head of Marketing
Kanchan Belavadi
Snowflake Head of Enterprise Marketing, India
Related Questions
When taking inventory of all content assets, what percentage of content should be for the top, middle, and bottom portions of the funnel?What is the best way to educate internal stakeholders on Account Based Marketing in order to accurately highlight the potential benefits to the organization as a whole and to their individual teams’ functions?What is the best way to educate internal stakeholders on Account Based Marketing in order to accurately highlight the potential benefits to the organization as a whole and to their individual teams’ functions?Do you use intent data in your ABM model?What is your tried and true method of assessing an organization’s goals to determine the customized proportion of inbound to outbound leads needed for success?What are the best questions to keep top of mind when conducting a content audit?