Account Based Marketing Salesforce BLOGLet’s talk about B2B Sales, focusing on ABM – Account Based Marketing– and a report from BCG in collaboration with Salesforce, with some fascinating insights:

  1. From a process “assigned” to Marketing to a method; orchestrated in concert by Marketing, Sales, and Service (Account Based Engagement). Recognizing that selling B2B doesn’t follow the rather linear path of B2C, but it is a more complex journey always involving the “Business” and not individuals.
  2. Therefore, it calls for a different approach and, most importantly, for various tools and data.
  3. As suggested by BCG, seen the measurability of the process, starting small and learning to scale is recommended.

Check out the full report in the link below.