As ABM has become synonymous with ABM tech, many GTM teams are not seeing maximum returns from their ABM tech investment as they continue to struggle to move high-value accounts to revenue. Many GTM teams are seeing accounts go dark and we've been seeing reports of 10%+ drops in enterprise deals (the ones that ABM should be focused on!)
In this podcast, Liz Ronco from Madison Logic joins Personal ABM CEO (Eric Gruber)( to discuss why ABM tech clients are failing to get the greatest returns from their ABM tech investments as pipeline accounts go dark. They cover:
- How teams are ineffectively identifying and prioritizing the right accounts
- Why teams struggle with engaging VPs and the C-suite, which is what's needed to drive stage progression.
- How teams are failing to get customer-centric and how they are not using data and account intelligence to guide content, messaging, and interactions.
- The need to go beyond personalization and become personal and how we should come to each interaction with a point of view about the prospects' businesses.
- How teams are failing to optimize for velocity, increased ACV, and stronger ARR, GRR, and NRR as they are looking to ABM to fix the pipeline vs. fixing the experiences teams are delivering across the buyers' journey and customer lifecycle.