ConversionXL

JUNE 2, 2022

Where lead generation casts a wide net, ABM uses a spear to target and catch the best fish. It flips the traditional sales funnel on its head, ditching the one-size-fits-all approach to marketing in favor of a land-and-expand approach. To return to our earlier analogy, it’s using a net to catch large schools of fish.

Lead Generation 94

Lead Generation Marketing Sales Cycle Campaign 94

Steve Blank

MARCH 17, 2020

Subtract your monthly gross burn rate from your monthly revenue to get your net burn rate. All your assumptions about customers, sales cycle and most importantly, revenue, burn rate and runway are no longer true. If you are selling to businesses (a B-to-B market) have your customers’ sales dropped? Laying off people?

Burn Rate 436

Burn Rate Startup Valuation Sales Cycle 436

ConversionXL

JUNE 2, 2022

ABM takes you from fishing with nets to fishing with a spear. This shift in focus results in more efficient use of your marketing budget, shorter sales cycles, and a better customer experience. Each salesperson elevated their top 10 accounts to receive highly customized one-to-one account-based marketing programs.

Customer 98

Customer Marketing Channel Acquisition 98

ConversionXL

MAY 27, 2022

In this article, you’ll learn how to build a demand generation funnel that fuels the pipeline, shortens the sale cycle, and generates revenue. The world can change in an instant and your regularly scheduled posts might appear tone-deaf in the middle of a crisis, hurting your brand equity. Demand generation is no exception.

Demand 124

Demand B2B Distribution Channel 124