5 responses to “ABM is Not B2B and Other Rants on Account-Based Marketing

  1. Completely agree. When I first saw your comment I said to myself “It’s not a named account if it’s 30+ anything” and you went on to say 30. As always on the same page. I have had times when I have had salespeople with as few as 1 customer, but when it’s territory, 30 is the number I always end up with. More than that and they don’t get worked and so you don’t get focus.

  2. I agree with you completely. I’d love you to post this review on Amazon.

  3. Great post, as usual. ABM is the new shiny object. It takes the place of Facebook commerce and location-based marketing and augmented reality.

    Smart companies have targeted strategic accounts for years. ABM is not new. I was laughing at the end because I tell my colleagues ABM is tech-assisted stalking.

    I get a call, a LinkedIn connection, some dumb gadget in the mail, and five emails in one day. That’s not better marketing, it’s not strategic account marketing, it’s brute force marketing and it’s bad.

  4. Pingback: The Overview #13 – Building Momentum

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