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:

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1) Sales & Marketing both have to be involved in the 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):

Click here to connect with this guest on LinkedIn.

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