President of Personal ABM & Host of the ABM Done Right Podcast: My Team Drives Revenue (Not Leads!) with Your Winnable Accessible Market - The Ones That Have the Greatest Probability of Landing & Expanding. at a High ACV
Most members of the C-suite do not fully understand the nuances of account-based approaches. Most leadership teams view it as a “targeting” strategy to build the pipeline vs. a business strategy that should change how all teams communicate and engage with future and existing high-value accounts. They do not understand that ABM or a Strategic Account Strategy is a revenue-generating initiative that aligns with the company’s broader growth objectives. Account-based GTM approaches require alignment, integration, and orchestration between all teams to create the right account experience that lands and expands key enterprise accounts. As Sangram Vajre mentioned on LinkedIn before... Alignment begins with identifying where the teams can grow the most and how they need to work together to drive that growth. Most companies start with a high-level pie-in-the-sky type of strategy. They create a vision and set revenue goals, but when execution starts, every team pulls in a different direction. My article below shows how to align account-based strategies with the CEO, CRO, CFO, CCO, CPO and the COO: https://lnkd.in/eqv_sdii
