Aligning Sales & Marketing to Increase ABM Impact: BrightTALK ABM Summit [Webcast]

This document is available free of charge
  • Author(s) Bev Burgess
  • Published June 8, 2018
  • 31 Pages
  • Category Engagement & Advocacy, Hot Topics
  • Type Member Research
  • 31 Pages
  • .PDF Format

ITSMA has once again joined forces with BrightTALK for the 2018 ABM Summit webcast series. In this session, ITSMA’s ABM practice leader Bev Burgess kicks off the Sales & Marketing Alignment track by exploring the alignment you need for different types of ABM (one-to-one; one-to-few; one-to-many) and the best ways to achieve sales buy-in and ongoing engagement with your program. The webcast highlights ITSMA’s industry-leading research on best practices along with examples from industry leaders, as well as the 10 specific focal points for sales and marketing alignment:

  1. Understanding of ABM
  2. Program objectives
  3. Account selection criteria
  4. Funding
  5. Processes
  6. Systems
  7. Account plans
  8. Campaigns
  9. Working style
  10. Measurement and reporting

Be sure to check out our June 7 webcast under the Measurement & Results track led by ITSMA SVP, Rob Leavitt, too. Evaluate how your ABM strategy is performing to optimize your efforts and boost results with the three R’s of strategic ABM: Reputation, Relationships, and Revenue.

This document is available at no charge.
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