In this episode of Scrappy ABM, host Mason Cosby explores who Account-Based Marketing (ABM) is best suited for and the essential criteria companies should meet before launching an ABM program. Mason shares insights on sales team requirements, product-market fit, contract value thresholds, and more to help you determine if ABM is the right approach for your business.
Best Moments:
(00:00) Introduction to the episode’s topic: Who is ABM for?
(01:05) ABM is primarily for B2B companies
(01:37) The importance of having a dedicated sales team
(03:32) Product-market fit and ethical selling in ABM
(06:10) The need for a larger average contract value (ACV)
(08:13) Ideal sales cycle length for ABM implementation
(09:09) The opportunity for deal expansion in ABM
(09:52) The importance of a clear market focus for target accounts
(10:39) Warning against implementing ABM if criteria are not met