502. ABM That Sales Won't Roll Their Eyes At

GTM Made Simple · Dec 9, 2019 · 26m

Any sales professional will tell you that ABM started as account-based sales.

Sales has been doing it for years.

It’s only recently that the marketing teams have picked it up and said: “what if we personalized our marketing strategy to our key accounts?”

Sonjoy Ganguly, Mike Burton, & Anastasia Pavlova like to say that it’s not really about Account Based-Marketing or even Account-Based Sales.

What it’s really about is an Account-Based Strategy.

Sonjoy says that the problem with ABM is that it places far too much emphasis on marketing. In order for an account based strategy to be successful…