Top 3 Things the C-Suite Should Know About ABM

Sangram Vajre literally wrote the book (two of them) on account-based marketing (ABM): Account-Based Marketing for Dummies and ABM Is B2B: Why B2B Marketing and Sales Is Broken and How to Fix It. He also founded the #FlipMyFunnel movement, hosts the daily #FlipMyFunnel podcast, and is the co-founder of Terminus, a leader in account-based marketing. In founding Terminus, Sangram established account-based marketing as a category then proceeded to grow the firm to 200 people in less than five years, earning a spot on the Deloitte Technology Fast 500 list.

ABM’s popularity is growing steadily because it works. Sangram was the obvious choice when we needed someone to join the podcast and examine why ABM works and what sets it apart from traditional marketing approaches. In this conversation Sangram shares his Top 3 Things the C-Suite Should Know About ABM. They discuss how ABM unites sales and marketing teams by shifting focus toward engagement, how it humanizes interactions by developing hyper-targeted, personalized marketing efforts, and why organizations need to change their approach to up-serving and customer retention as a key revenue driver.