How to Get Early Wins that Sales, the CEO and CFO Care About on the Path to ABX

1 minute
Dec 16, 2021
Account-Based ExperienceDigital MarketingPredictive Analytics

  While your organization may be aware and interested in the concept of ABM/ABX, early wins are crucial to driving alignment and investment, and ultimately proving value. Florence Healthcare, a...

How to Get Early Wins that Sales, the CEO and CFO Care About on the Path to ABX

 

While your organization may be aware and interested in the concept of ABM/ABX, early wins are crucial to driving alignment and investment, and ultimately proving value.

Florence Healthcare, a clinical trials software platform, tackled this head-on by identifying the biggest challenge areas its sales team was facing and then designing an integrated ABX campaign using intent data, digital marketing, and sales enablement to rapidly build pipeline. When met with challenges against aggressive growth goals, however, the organization quickly pivoted, aligned on the 6sense platform, and launched a revamped orchestrated ABX campaign.

Quick on its feet, and quick to see success: This pivot resulted in a 2.5x pipeline increase in one month, an excited sales team, and a CFO & CEO who were asking how much more they can invest in the program. In this session, you’ll hear from Jenny Bunn, Senior Marketing Manager, about how to implement change and drive adoption across the board, even at the C-level.

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