Account Based Marketing (ABM) for Mid-Size Companies, Best Practices for 2020
Spring Discount: 20% Off
Free Lifetime Workshop Updates
Regularly $250, Now $200
(Can’t attend the live workshop? No problem. All workshops are recorded and we’ll send you the recording, workbook and any supplementary materials within a couple days of completion after we’ve had time to edit the recording.)
This workshop takes a realistic view of ABM and cuts through the hype that often surrounds it. Through the eyes of small and mid-size companies we’ll focus on the key elements necessary to plan and execute a realistic program with a positive ROI.
We’ll have frank discussions on what an ABM program can and can’t do. With so much being claimed, we’ll insert some realism into the equation. Without shiny objects running up the bill with minimal ROI payback, this session will share ways to accomplish the desired goals while staying on a tight budget.
Key topics covered in the workshop will be:
- Basic elements of account-based marketing and the recent developments making a buzz
- Levels of ABM maturity (so attendees can see where they rank in the ABM readiness index)
- Goal setting and revenue-based funnel requirements for target accounts
- Target account selection strategies
- Prospect data build out strategies
- Ideal Customer Profile (ICP) tactical checklist
- Intent data cost benefit ramifications to consider
- Go-to-market and pipeline building methods with campaign examples
- Account building tactics to consider
- Lead generation approaches, what works/what doesn’t
- Budget ramifications and tradeoffs
- Lead/sales funnel conversion rates, and what you can expect
- ABM process and automation tools
- What to automate and what not to (you’ll be surprised)
- When to automate
- Vendor neutral landscape options
- Cost and ROI considerations
- Common mistakes to avoid
- ABM framework and planning—checklist to use in creating a sound plan
This workshop is created for professionals at all levels in these roles:
- Sales pipeline planners
- Sales and/or marketing operations
- Sales and marketing management
- Demand generation and campaign planners
- Market strategy planners
- Account/Lead development managers
- Business development management
- Channel managers
Instructor: Tom Judge
Special offer from our sponsor MountainTop Data: Workshop attendees will receive $1,000 in free B2B data credits for attending.
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Account Based Marketing (ABM) for Mid-Size Companies, Best Practices for 2020
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