ABM has maintained its position as the biggest buzz phrase in B2B for years now with good reason. The term, coined by ITSMA back in 2004, realigns marketing’s core principles of segmentation, targeting and alignment. The result is that businesses effectively focus their resources on the top percentage of accounts that matter most to them. […]
Tag: MQLs
3 Ways marketers can use sales enablement creativity to boost customer conversion
When we ask salespeople what marketing can do to enable sales, 10 out of 10 salespeople will say, “more high-quality marketing leads (MQLs).” Although lead generation may be the only element that the sales teams care about, marketing can do so much more than just generate leads. In my book, Effective Sales Enablement, I discuss […]