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ABM Essentials Training


87% of marketers using account-based marketing say it delivers the highest ROI in their mix

Looking to take your marketing efforts to the next level? Account-Based Marketing (ABM) is a powerful strategy that can help organisations enhance client relationships, build their reputation, and ultimately drive growth in revenue and opportunities. | Virtual course

ABM Essentials

Upcoming course dates

Upcoming course dates

Upcoming course


Upcoming course


September 18 - 19 2024

2pm-5pm BST / 9am–12pm ET

For Propolis members

£ 699 Excluding VAT

Propolis members can benefit from discounted rates to our training courses, as well as access to our bespoke advisory services and events.

Discover what Propolis can offer you.

For non members

£ 799 Excluding VAT

Propolis members can benefit from discounted rates to our training courses, as well as access to our bespoke advisory services and events.

Discover what Propolis can offer you.


ABM Essentials does exactly what is said on the tin. It will give you a complete walk-through of all the fundamentals that you will need to get ABM embedded in your organisation’s approach to marketing & sales.

This two-day online Account-based marketing training course will provide you with a highly practical overview of how ABM works, what it looks like in practice, and how to adopt and deliver it successfully in your business.

The ABM Essentials course is one our most established courses with over 750 delegates successfully trained by ABM expert Robert Norum over the last three years.

What you will learn

The ABM Essentials course will give you a complete understanding of ABM and how to get it up and running in your organisation. You’ll learn:

How to pitch ABM to your organisation, develop your strategy & messaging.

How to get executive buy-in and sales engagement.

How to segment and select accounts.

The six-stage ABM process for one-to-one, one-to-few and one-to-many ABM programmes.

How to use research & insight effectively whilst measuring your ABM programme effectively.

What’s included?

All participants will receive the 100+ slide deck with all the content covered over the course of the two 3-hour training sessions. This includes:

The account selection template.

The six-stage process for all three types of ABM.

Guideline agendas for ABM scoping, strategy & messaging workshops.

Recommended research & insight structure.

Several case studies of successful ABM programmes.


Who should attend?

The ABM Essentials is ideal for anyone starting on their ABM journey and looking to implement ABM in their organisation for the first time.

It is also an extremely helpful refresher for marketing and sales professionals who have started ABM but run into challenges along the way.


Getting certified for the time you dedicate to up-skilling yourself and boosting your knowledge.

All of our courses come with a certification of attendance and can be added to your LinkedIn profile and CV.

About the trainer

Robert Norum

Propolis ABM and Demand Strategy Expert.

Robert Norum is a B2B Marketer with over 30 years experience. He has worked in magazine publishing, IT distribution, marketing agencies and for the last 20 years as an independent marketing consultant. During this time he has worked on brand, demandgen, channel, ecommerce and sales enablement.

For the last 10 years he had specialised in ABM working with a number of leading agencies and directly for wide cross-section of global brands. Since 2017, he has delivered the ABM Essentials training course for B2B Marketing training over 750 marketing professionals in the process. Robert has also been the ABM and Demand Strategy Expert on for B2B Marketing’s Propolis community since its launch in 2021.

Get in touch

We offer inhouse training and advisory services that can be tailored to your specific business needs. Whether your team is looking for help with their campaign planning and execution or your marketing leaders need guidance to help deliver on your strategic objectives, B2B Marketing is the trusted advisor to the B2B community.

Contact us below to book your discovery call and find out how B2B Marketing’s custom training and advisory services can help you and your team.

Alternatively, you can email us for more information or to book this course at [email protected]

+44 (0) 20 7014 4920

Ask for our client solutions team on 44 (0)207 014 4920, or hit the button below:

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