If you’re after the big accounts, strategic or high value ABM is the most effective approach, but it’s a tough cookie to crack. The bigger the deal value, the bigger the decision-making unit, and the more complexity involved in the process.
Having secured £10 million+ deals through ABM, we share what many ABM programmes are missing, and the essential factors for success.
This guide shares the top learnings from the front-line of ABM, including:
- Navigating complex decision making units
- Turning sales roadblocks to your advantage
- The importance of regular intelligence loop meetings
