Andrew heads sales at a B2B tech firm.
His team leverages multi-channel ABM (Account-based marketing).
With this approach, Andrew’s ABM program is on a winning streak…
- Targeted 6.3x more tier 1 accounts
- Booked 17x more meetings
- Grew pipeline value by 8x
By connecting with the right stakeholders at the right time with the right touch
Step 1: Identify
Andrew’s team picked their most promising accounts and mapped org charts for each.
Step 2: Expand
They then researched each contact to build detailed profiles.
Step 3: Engage
Step 4: Convert
They turned contacts into opportunities using a cadence of touches.
In short, multi-channel ABM sets the stage and opens doors for Andrew.