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Quality vs Quantity in ABM: When Scaling Up Means Scaling Down

December 3, 2019

For those that have begun implementing an account-based strategy, the next question is often “How do I scale?” But sometimes, increasing the quality of your results means decreasing the quantity of your target accounts. In this session, award-winning ABM leader Daniel Englebretson shares how Phononic went deep on a high-growth vertical to:

  • Canvas the market and hone target accounts with engagement
  • Personalize outreach with one-to-one messaging
  • Avoid sales and marketing alignment pitfalls with shared account insights
  • Crush coverage and pipeline goals with a focus on testing and measurement

Speakers

Derek Slayton
CMO
Terminus

Daniel Englebretson
Director, Growth Marketing and Demand Generation
Phononic

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