Notas do Editor

• Update with new cover from visual brand deck.
• In a traditional marketing funnel, you start by casting a wide net to find leads interested in your products
  And then decide who to market to based on who has expressed interest
  The challenge with this approach is you might spend a lot of time marketing and selling to companies you won’t win…
  Or that you do win, but don’t provide optimal revenue for the time and resources it took to acquire them
  ABM flips the traditional marketing funnel and starts by asking “who do I want to sell my products to?”
  Then you build demand within those organizations
  By starting with a focused set of key accounts, you maximize the impact of your resources
  
• From Marketo.com
  
• of marketers say ABM strategies outperform other marketing investments– ITSMA
  of marketers achieved higher ROI with ABM than with any other marketing initiatives –Alterra Group
  
  
• Account level
• Discover people that you don’t know from the account
  
• each account will have its own ‘account details page’
  sales team use this dashboard before going to that critical meeting with customers