ABM is B2B

Seven Strategies - ABM is B2B

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SEVEN STRATEGIES TO GET STARTED WITH ABM © 2019 Terminus Software, Inc. terminus.com/abm-is-b2b ACQUISITION ACCELERATION EXPANSION Create TOF Engagement Create New Opps Accelerate Deals in Pipe Revive Stalled Opportunities Retain More Customers Land & Expand Cross-Sell New Products › High fit net new accounts › In-market intent signals › Light engagement › High fit › Open opportunities › Overdue opportunities › Lost deals › Upcoming renewals › Competitor intent › Intent in new offices › Likely to use more › Intent for adjacent solutions › New departments AB Display, Retargeting, + LinkedIn 1-to-1 Advertising, targeted email Retargeting, Personalized Email, Direct mail, Events Retargeting, High-touch tactics, Precision 1-to-1 Ads + Email Feature Comms, Exec awareness advertising IP and persona - based 1-to-1 advertising New product awareness, AB success outreach Engaged Accounts (#) Account Engagement Rate (%) Opportunity Accounts (#) Opportunity Rate (%) Closed-Won Accounts (# & $) Account Win Rate (%) Velocity, ACV Closed-Won Revivals (#) Account Win Rate (%) Gross Retention (%) Net Retention (%) Expansion Win Rate (%) STAGE STRATEGY AUDIENCE TARGETING ENGAGEMENT & ACTIVATION PLAYS KPIS (SUCCESS METRICS)

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