We are all tired of COVID-19. Staying at home, isolated from friends and co-workers is hard on all of us. The impact that this pandemic is having on the economy is devastating. And, frustration for everyone is building by the day. I understand why and, trust me, I get it. But I also see something
Last week I had a call with a former colleague who is a sales enablement genius. We were talking about changes in both marketing and sales. It occurred to me that the change has been dramatic over the course of my career and so we talked about why. I just love those conversations where something
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
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