ConversionXL

APRIL 7, 2021

The book dedicates quite a few pages to the ‘customer-centric stack’ and argues that because you’re now able to know when someone is in the market for a solution like yours [via IP lookup or 1st or 3rd party intent data], you don’t need to “spam” them. This is where you’ll see more ABM plays. DemandBase.

IP 98

IP Marketing Technical Review Software Review 98

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. Tools for IP-targeted ads: MRP ; Terminus. A look at ABM in action: How Snowflake achieved 300% growth in 15 months.

Customer 98

Customer Marketing Channel Acquisition 98

ConversionXL

JUNE 2, 2022

If leads-based B2B marketing is fishing with a net, ABM is using a harpoon. 2,320 sign-ups; 39% of attendees were net new accounts; 34 sales-qualified opportunities; 5 new customers immediately converted with LTV of over $100k each (normally a 9 to 12 month sales cycle). Results of iRidium’s ABM efforts.

Marketing 105

Marketing Campaign Artificial Inteligence Sales Cycle 105