#BonusEpisode: Why You Should Measure ABM Differently (And How to Do It)

In this episode we talk to Sangram Vajre, Chief Evangelist and Co-Founder at Terminus. Also known as “The Accidental Evangelist,” Sangram is also the host of the daily #FlipMyFunnel podcast.

Sangram shares how one customer is running 500 1:1 ABM campaigns & their plans for ABM 2.0.

He share tactical ways teams can approach measuring the effectiveness of their ABM efforts:

1) Sales & Marketing both have to be involved in account selection

2) A formula for creating leveled tiers of accounts, including opportunities for quick-wins

3) Look for expansion opportunities within current accounts & chances to reuse plays from new customer acquisition efforts

Check out the article on the Terminus blog for more info (and a template for reporting on your ABM funnel):

https://terminus.com/blog/how-to-measure-abm-funnel-template-b2b-marketers/

Click here to connect with this guest on LinkedIn.

You can find this interview, and many more, by subscribing to the B2B Growth Show on iTunes. If you don’t use iTunes, you can listen to every episode by clicking here.

James Carbary

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

Posted on February 9, 2019 in B2B Growth

James Carbary

About the Author

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

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