Kristina goes over how ABM can help you create a revenue engine rather than a lead engine, drive the sales cycles with status quo accounts, re-engage with cold accounts that showed intent, and close “stuck” accounts.
Kristina founded Personal ABM, where she works with supply chain & tech marketers to add a personal account layer that enables them to influence revenue with new business & account expansion. Personal ABM speaks to the people within target accounts to create a human bond. They go directly to key decision makers and influencers with insights that are specific to their gaps and impacts and content that speaks to them specifically.
“Look at the key metrics the organization as a whole wants to impact, and then create a strategy.”
“The single biggest sales challenge today is, in fact, customers’ confidence, but it’s confidence with a twist. It’s not customers’ confidence in suppliers, but customers’ confidence in themselves and their ability to make good buying decisions that is in critically short supply.” Brent Adamson, distinguished vice president in Gartner’s Sales practice
“How you sell matters. What your process is matters. But how your customers feel when they engage with you matters more.” Tiffani Bova