Without Sales, ABM Fails - ERP Spain.com - España y América Latina

Research says that 67% of the buyer’s journey is now done digitally (SiriusDecisions). This does not go to say that sales is not involved whatsoever during this process, but what this statistic tells us is that there is a lot more research going on in the dark that we don't know about. Meaning... sales could be missing a lot of potential deal opportunities. Sales has essentially lost control of the buying journey since everything has started to move digital. What if we told you that you can gain your control back? What if we told you that you can get in at the right time, win more deals, and at a larger value? Truth be told, nobody really controls the buying journey except for the buyer, but through the right coordination, ABM can help sales and marketing teams better align with the buyer’s journey and get in the door sooner. The key is here is to develop an ABM approach and focus on the right accounts at the right time. Where does one even get started? That’s what we’re here to help you with. Building an ABM strategy with Rob Israch, CMO at Tipalti and Srihari Kumar, Chief Commercial Officer at 6sense.