Peter Mollins (CMO of Set Sail) Discusses the Role That RevOps Should Play in ABM

ABM Done Right - A Personal ABM Podcast

Indhold leveret af Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. Alt podcastindhold inklusive episoder, grafik og podcastbeskrivelser uploades og leveres direkte af Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber eller deres podcastplatformspartner. Hvis du mener, at nogen bruger dit ophavsretligt beskyttede værk uden din tilladelse, kan du følge processen beskrevet her https://da.player.fm/legal.

1+ y ago 42:07

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Most ABM teams and the marketing firms they are using are rushing into ABM and retrofitting ABM into existing processes vs. changing interactions and experiences across the buyer's journey and customer lifecycle. While marketing may be more targeted now than ever - and the focus is on high-intent ICP accounts that are more likely to buy, there is very little change in how teams go-to-market.
Then companies wonder why accounts go dark, sales cycles are too long and deal sizes are lower than expected. They wonder why they struggle to protect and expand key strategic accounts and why there isn't significant business revenue improvement from ABM. The problem is that ABM is being used to fix the pipeline vs. fixing the red in the business (the red that RevOps should be looking for and identifying). In this podcast, Peter Mollins (CMO of Set Sail) and Eric Gruber (CEO of Personal ABM) talks about the role that RevOps should play when it comes to ABM.

97 episoder

#Business #Marketing #Eric Gruber #Kristina Jaramillo #MBA #Kristina Jaramillo And Eric Gruber