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4
May

Four Questions Your Nurturing Strategy Must Consider In the Wake of COVID 19

  • 4 May 2020
  • Samantha Stone

The global pandemic has changed your buyer’s decision processes no matter what you sell. In some cases, your product has become more critical and sales have increased these past few weeks. In most cases, your sales processes have been disrupted and new prospect closes have slowed. It’s not enough to know there has been disruption. We

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12
Sep

It’s time to rethink your lead scoring model

  • 12 September 2019
  • Samantha Stone
  • abm, b2b, marketing strategy

I wrote this for the FlipMyFunnel LinkedIn Community – are you a member? If not, and ABM is your jam I recommend you join. A critical part of any account-based strategy is strategically defining which accounts we are going to pursue. The most effective programs take three factors into consideration: Firmographic characteristics that identify organizational traits

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3
Jul

Could reviews boost your account based marketing success?

  • 3 July 2019
  • Samantha Stone
  • abm, marketing strategy, reviews

When it comes to deciding which vendor to partner with, the fastest and generally easiest final step of the purchase process is to see what others have to say about the product or service being considered. Reviews, both good and bad, help shape the opinion of a product with a special sense of trust that

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25
Sep

ABM as a Symphony

  • 25 September 2018
  • Samantha Stone
  • abm, account based marketing, flip my funnel, flipmyfunnel

Account Based Marketing (ABM) is a real and maturing strategy for going to market, not just a tool or technique. And it’s here to stay. Sangram Vajre, Chief Evangelist and Co-Founder of Terminus and Host of the daily #FlipMyFunnel podcast, likes to think about ABM as a symphony where marketers create beautiful music by directing

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20
Sep

The Interplay of Assessment Tools and ABM

  • 20 September 2018
  • Maribeth Ross

When it comes to Account-Based Marketing (ABM), account selection and account intelligence are two factors that contribute to successful outcomes. The point, of course, is to select a stable of named accounts that sales and marketing work together with an integrated strategy. Those accounts should have a higher likelihood of becoming closed won – as

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4
Sep

5 Warning Signs that Your ABM isn’t ABM

  • 4 September 2018
  • Maribeth Ross

It seems that the concept of account-based marketing (ABM) is everywhere these days. I’ve recently attended the Flip My Funnel conference and spent a couple days hearing about all things ABM. I feel like every conversation I have with marketers hits on this topic at some point in time. That’s likely because companies are seeing great results

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19
Sep

The Most Overlooked Source of Account Intelligence

  • 19 September 2017
  • Samantha Stone

If you are like most people, using your email address to send an email blast makes you cringe. You know your inbox is going to get a deluge of automatic replies. If you are smart you build a rule and funnel all of those bounce-back messages to a folder. If you are like most people

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19
May

Are your influencer and account based marketing practices battling?

  • 19 May 2017
  • Samantha Stone
  • abm, account based marketing, influencer marketing, lead routing

Working from a home office has its advantages; like my husband surprising me with ice cream. Shockingly I didn’t dig right in. Seriously, my friends and family will tell you that is quite an accomplishment! I held off on eating my tasty treat for one reason. I had something important I wanted to share with

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8
May

Sales & Marketing Alignment Checklist

  • 8 May 2017
  • Samantha Stone

How aligned are your sales & marketing teams? Research shows us that sales & marketing teams struggle to align around a shared mission. Conduct this short quiz to test for alignment in your organization. Poll your sales and marketing team and ask these three questions. What % of the sales tools available does the sales team

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24
Feb

Jumpstart Your Account Based Marketing Program

  • 24 February 2017
  • Samantha Stone

Account Based Marketing requires: Deep analysis of accounts to identify targets with a high propensity to purchase. Multi-person nurture strategies. Account Based Marketing does not ignore individuals, but rather it engages with specific contacts in the context of the organization they serve. Programs should include targeted offers intended for individuals, with consideration to the role

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