Our Total Buyer Journey model is the basis of our account-based marketing strategy approach. This is a more holistic and realistic representation of how buyers actually select vendors, how they buy more from them and how they can influence purchases from future buyers. This is the foundation of everything we do, especially account-based marketing strategy.
Everything we know (and continue to learn) is baked into our proprietary account-based marketing strategy model:
The Total Customer Growth Framework.
Here’s the key insight that makes our framework work: The principles of ABM are every bit as important to the customer relationship after a sale as they were when that customer was still a prospect.
There are four distinct stages to our model:
Learn about how to put this into action with ABM Acceleration.
We speak with hundreds of sales and marketing leaders every year. Several recurring issues come up:
How to get started with an account-based marketing strategy
How to win and grow a more profitable customer base
How to turn marketing into a competitive advantage
Our book, Total Customer Growth, will answer these questions and give you a roadmap to get moving with ABM.
Thirty minutes, no obligation. We’ll talk about your business, what you’re trying to achieve, how you’re targeting, how you’re engaging prospects, the use of intent data, alignment, measurement and all that goes into an effective account-based marketing strategy. An especially useful conversation if your ABM program – like many – is stuck or underperforming.
Following this session, we’ll provide – again, at zero cost to you:
This post is to help anyone weighing up the benefits of account-based marketing. This should help you make the case that 2025 is the year you move from thinking about it to doing it. If you are Thinking About ABM, You Are Not Alone Earlier this summer, we polled our
This is part 1 of a two-part article on the B2B journey and how recent research has led to a redesign of the B2B marketing model around engaging Buying Groups rather than focusing on leads. We covered this topic in depth in the most recent episode of our podcast. Listen
In these five account-based marketing case studies you will learn that ABM in B2B healthcare demands strategic focus on high-value accounts, personalized engagement, using data-driven insights. The key to success in these account-based marketing case studies is cross-functional collaboration, which is bolstered by deep industry-specific expertise. This is not for