The fuel to power the ABM engine?
Clive Armitage CEO and managing director agent³
If ABM starts with insight, where can insight come from? The truth is that it comes in lots of forms. There’s the view of the senior sales guy who has worked on an account for years and believes he knows everything there is to know about his account. There’s the marketer with her Google alerts, monitoring news about a set of accounts daily. Or there’s the executive who looks at LinkedIn regularly and believes he is fully up-to-speed on his customer contacts as a result.
ABM will not function if there is not sufficient insight on accounts. It will also will fail if internal teams do not collaborate efficiently and intelligently around the account opportunity.