Steve Armenti

Sales and operations. I recently talked about this on LinkedIn and here's the strategy I like for aligning GTM teams on ABM.ask sales "who matches our 𝗜𝗗𝗘𝗔𝗟 𝗖𝗟𝗜𝗘𝗡𝗧 𝗣𝗥𝗢𝗙𝗜𝗟...

Yes. Intent data plays an important role in three areas:Developing your ICPBuilding a target account listFeeding insights into the funnel to trigger marketing or sales ac...

Metrics are the quantitative measures of ABM performance. They provide a snapshot of what is happening at a certain point in time, such as website visits, leads/ MQLs, en...

I like to build target accounts lists WITH sales. It's a shared activity. I've used this framework often as a starting point.Figure out your data sourcesDevelop your ICPS...

There's some great tips here. Ultimately, you own the story that others are going to tell about your work. You should be communicating it vs letting it go through the ech...

You'll need to adjust the way you measure account vs lead activity:Instead of measuring leads generated, measure account engagement and influenceInstead of measuring mark...

This is tricky because lead generation providers want you to measure based on CPL or mqls. That's wrong. The truth is that none of these leads will be qualified or sales ...

Start with the business targets to understand what the goals of the business are. Slice those business targets by available segments such as: region, country, solution, e...

ABM for new customer acquisition is focused on identifying, engaging, and converting high-value accounts (your ICP). The goal is to acquire and build relationships with k...

I would make sure your leadership team is built into the vision for what the MarTech is going to unlock. Even after their approval, keep them in the loop on your implemen...