In this episode of Let's Talk ABM Declan chats to Christa Norton, Head of Industry and ABM at Capita, about building an enterprise ABM program and how to win, grow and retain large enterprise accounts.
Here's what they cover:
- How Capita rolled out a One-to-one ABM program
- The concept of promotion and demotion of accounts
- Why Sales alignment is so critical to ABM success
- How to succeed at Account-based Marketing
