Henry Bremhorst

70% of ABM experiments fail. Companies overwhelmingly test A versus B, when the highest value is for multiple variants. While ABM experimentation is a powerful way to discover what your customers truly WANT, it requires more than just comparing two options. 💡 Learn more about the key principles of ABM Experimentation and how to get it right: https://wix.to/E4fzqWZ #ABM #B2BMarketingStrategy #RevenueGrowth #SalesEnablement #ABTesting

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The success of your ABM program hinges on a solid partnership between marketing and sales teams. But how can marketing get buy-in from sales? At Propensity, we've put together a comprehensive guide that breaks down 10 proactive strategies you can adopt to keep your teams in lock-step. This document has been designed based on best practices we’ve noticed after years of work with clients across a variety of industries and will help you craft your own internal processes to ensure long-term ABM success. https://ow.ly/611M50T362n #ABM #SalesAndMarketing #B2BMarketing #SalesAlignment #GTM #Propensity

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With only 42% of reps hitting quota, churn costing billions, and ever-shifting buyer expectations, GTM leaders constantly race to stay ahead. The good news? AI can help change the game. But many revenue leaders aren’t sure how to integrate AI effectively into their sales processes. Our CMO, Joan Jenkins, shares 5 ways AI can transform your team’s performance, boost productivity, and close bigger deals. Here’s a sneak peek of how you can do it: 1️⃣ Enable reps with AI-driven learning paths tailored to individual strengths and weaknesses. 2️⃣ Prepare sellers with AI-powered role-play scenarios that deliver real-time feedback without draining manager time. 3️⃣ Give buyers the tools to self-serve and fast-track decisions with curated content. 4️⃣ Help reps find the perfect asset at the right moment with contextual AI recommendations. 5️⃣ Unlock instant deal-closing insights from every conversation without sifting through transcripts. Your competitors are already using AI. Don’t get left behind. Read the full post here: https://lnkd.in/ePxp6cEX

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Q4 pipeline panic? One of the challenges we're hearing a lot from customers is getting sales opportunities back from a seemingly great database of companies showing intent. How do you identify the people who will make the buying decision from a list of high intent accounts? MQAs represent buying groups who are in buying mode, but without individual contact engagement, your SDR team can be left staring at a metaphorical map without a compass - where to start? In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need tackle this issue and convert these theoretical 'qualified' accounts into actual conversations. https://hubs.li/Q02TdKNZ0 #revtech #demandgeneration #pipeline #intent #b2bmarketing #abm #demandmarketing #sales #conversion

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Q4 pipeline panic? One of the challenges we're hearing a lot from customers is getting sales opportunities back from a seemingly great database of companies showing intent. How do you identify the people who will make the buying decision from a list of high intent accounts? MQAs represent buying groups who are in buying mode, but without individual contact engagement, your SDR team can be left staring at a metaphorical map without a compass - where to start? In his latest blogpost, Peter Lundie explores how to provide your sales team with the contacts and context they need tackle this issue and convert these theoretical 'qualified' accounts into actual conversations. https://hubs.li/Q02TdFbV0 #revtech #demandgeneration #pipeline #intent #b2bmarketing #abm #demandmarketing #sales #conversion

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Tired of siloed data hindering your ABM efforts? The merger of DemandScience and Terminus is a game-changer for marketers like you. Mike Pastore's article dives into how this powerhouse union creates a single source of truth for your ABM campaigns, giving marketers: -Unified buyer targeting & engagement. -Seamless ABM & syndication activation. -Consolidated reporting across all channels. Ready to break down data walls and boost your ABM success? Read the full story here: https://lnkd.in/eRpXiAfP #marketing #abm #b2bmarketing #demandscience #terminus #datadrivenmarketing #abx

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Successful ABM strategies integrate technology and personalization, leverage data for strategic decisions, and ensure a cohesive effort across all teams. Find out how using intent data can make your account-based motions more effective, measurable, and scalable by: 🤝 Integrating sales and marketing efforts 🔎 Applying the right attribution model 👍 Focusing on quality vs. quantity 💡Continuously learning and adapting Watch the webinar on demand ➡️ https://lnkd.in/e9at7A7d #ABM #B2BMarketing #IntentData

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Intent data is useful, but you need an action layer to power effective ABM programs. Snowflake recognized this challenge early on when bringing together first- and third-party data into a single source of truth. Combining intent signals, technographics, firmographics, and real-time intel to form a 360-degree view of target accounts. By building direct integrations and their own proprietary algorithms, Snowflake gains unique insight into buyers’ journeys. This allowed them to: 📢 Publish dynamic ad campaigns to high-intent accounts. 🧑‍💻 Send personalized microsites to educate and move prospects down the funnel. It's the action layer which gives companies like Snowflake an unrivaled ability to orchestrate 1:1 ABM experiences. Take a peek at Snowflake’s ABM tech stack and see how you can take action on your ABM data: https://bit.ly/44EGXkQ

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To show ABM ROI to your clients you'll want to present comprehensive, transparent reporting that helps showcase the gains and provides actionable insights that can dictate future direction. Help your client understand the ABM wins with a performance report! Need help deciding what insights to share and how to frame them? Propensity created this helpful resource that shares our thoughts on: What essential metrics to include in your reports Establishing a Reporting Cadence Tailoring Your Reports Based on the Audience The three types of reports you should utilize (Engagement, ABM Scorecard, and ABM Performance Report) As a platform that works with B2B marketing agencies often, this guide is a culmination of best practices and will help you craft your own internal documents that you can then share with your ABM customers. https://ow.ly/Mxpg50T368E #ABM #Propensity #ClientReporting #MarketingAgency #ActionableInsights

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Big targets to hit in the back half of the year? This on-demand webcast covers the key strategies and technologies advertisers need to grow faster and more efficiently. Two executive leaders join Ad Age to share:  ✨ How advances in programmatic can be automated and combined with traditional "demand capture" channels for improved results ✨ Best practices for ad automation - and how to prepare your organization to embrace them  ✨ Where AI fits in to help you drive tangible and scalable value, not just experimentation   ✨ Proven use cases for driving multichannel strategy at scale ✨ How to mitigate risks for brand compliance and brand safety Watch the on-demand webcast to dig in! 🎥 https://lnkd.in/gU2wCgZE

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✅ ABM strategies are inherently focused on precise targeting, emphasizing the importance of building stronger client relationships and pinpointing the best outreach opportunities.​ ​ It's crucial to begin with layered targeting and prioritization. This is where Account Mapping becomes the foundational step. Dive deeper into this process with insights from our latest eBook. Get your copy here:​ ​https://okt.to/7tRVMd ​ #tech #B2B #B2Bmarketing #data #growth #demandgeneration #accountintelligence

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Despite the proven power of account-based marketing, early-stage pilot programs can sometimes fail to deliver results. So why do ABM programs sputter? 1️⃣ A lack of cross-functional alignment derails progress. Without shared goals between sales, marketing, and leadership, ABM becomes a disjointed effort. Misalignment also makes it hard to prove ROI and expand the program. 2️⃣ Companies try to boil the ocean from day one. Launching at scale prematurely overwhelms resources and muddies insights. It's smarter to start small, refine the approach, and expand strategically. 3️⃣ ABM operates in a silo, disconnected from stakeholders. When key players like sales don't provide input or feel ownership, the program loses momentum. To drive ongoing success, constant collaboration is essential. But with the right approach, you can finally get your ABM pilot soaring. Join Meg Noonan as she shares how she launched an ABM pilot program at Veracode which was able to generate pipeline and prove ROI extremely quickly. Tune into the latest ABM MBA class airing tomorrow, May 29th at 12PM ET | 9AM ET Register here: https://bit.ly/3R2frrM PS: Our friends at Reachdesk will be giving away limited edition ABM MBA merch to 3 students who attend live!

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Is traditional attribution driving you up the wall? It is outdated, inaccurate, and fails to keep up with the modern B2B GTM motion. But, there is light at the end of this data tunnel – RevSure AI! Imagine a single platform that bridges the gap between Marketing, SDR/BDR, and AE campaigns, providing a forward-looking view instead of just a rear view. A solution that can identify key campaigns, map the end-to-end GTM motion and help plan the next best touch. Say goodbye to low ROI and missed pipeline targets with RevSure. Learn more: https://lnkd.in/d5DTgpk7

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Content overload is real, but are leads finding what they need? Content sharing as part of the ABM strategy is a common tactic, but its impact can be questionable. Do leads that receive the information find real value in it? How can the content strategy be designed to be impactful and relevant? Read the blog to know how you can fuel ABM success through an optimized content strategy. #ABM #contentstrategy #qualifiedleads #sales

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The ‘M’ in GTM strategy may mean ‘market’, but today, CMOs have been side-lined to just promotion. Here’s why 👇 In the past, CMOs owned all of the 4Ps across Product, Pricing, Place, and Promotion. That’s no longer the case and if you’re a senior marketing leader looking to secure a boardroom seat, it has to change. Find out how you match up to the 311 B2B CMOs surveyed for our ‘Building the Board-Ready CMO in B2B’ research report for go-to-market connectivity below! https://lnkd.in/eqvXxcTG NewtonX WARC | #TransmissionB2B #BoardReadyCMO #MarketingEffectiveness

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Most GTM teams are DROWNING in inefficiencies right now. And it's killing their deals left and right. But what if AI allowed you to: 💥 Automate account research 💥 Streamline prospecting 💥 Align sales & marketing 💥 Improve the accuracy of lead scoring 💥 Understand your competitors And we're not talking about some generic chatbot. We're talking purpose-built AI that embeds deep sales expertise into every workflow. The result? Massive time savings, higher productivity, and a bigger pipeline. Check out this episode of Future Proofed to learn about the no-brainer GTM AI workflows teams are already using for faster growth! 🔗 Link to the episode: https://lnkd.in/gnYRxEJK Trust me, this is the future of selling. And if you're not on board, you'll continue to sink. #AI #sales #productivityhacks #revenuegrowth #gotomarket #gtmai

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“Personalization, or the ability to personalize, is a key concept within ABM. This ability to personalize depends on the information we gather through analysis and increasingly from two-way communications based on trust.” - Scott Hornstein via MarTech https://zurl.co/jr5s #marketingprofs #b2bmarketing #growthmarketing #demandgen #leadgeneration #saasmarketing

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How we unlock the true potential of each customer ABM program. Identifying your Total Addressable Market (TAM) is crucial but it's your baseline. It’s just the beginning. You need to build out from there. Once you have your TAM (Total Addressable Market) Start with the firmographics Overlay your best customers Analyze your wins Don’t stop at this baseline. Dig deeper to find your future customers. Who truly need your solution? Doing this analysis helps: Understand the more nuanced criteria you need to overlay. ------------- Need help with your ABM program? DM Josh Weale to talk ABM strategy.

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