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

ABM Done Right - A Personal ABM Podcast

Contenuto fornito da Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.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.

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