Propolis Best Practice Briefings are focused on helping you learn a new skill or address a particular common challenge with practical and actionable insights to build on your skill set.

In the challenging market conditions we are currently facing, it is more important than ever that your sales and marketing teams are well-aligned and set up to work closely together on your most important accounts and prospects. This is a major challenge for most organizations, but taking an account-based approach will enable you to join up sales and marketing to work together efficiently to generate the best possible results.

This session will explore how ABM will enable you to:

– Create a shared agenda for sales and marketing
– Concentrate your resources on your most important accounts and prospects
– Maximise your chance of winning major bids and deals
– Align sales and marketing across the full ABM lifecycle

ABM & Demand Strategy Expert, Robert Norum, is joined by Andrea Clatworthy of Fujitsu, who is a Propolis Ambassador and ABM veteran to discuss how ABM can align sales and marketing and the practical steps you should take to ensure the best possible return on your ABM investments.

It´s one hour not to be missed if you want to understand how to use ABM to align sales and marketing within your organization.

By the end of this session you will be able to:

– Implement a structured ABM process to help align sales and marketing.
– Engage sales with peer-to-peer conversations about account selection, strategy, and messaging.
– Set joint KPIs that both sales and marketing can sign up to.
– Ensure that your ABM program is geared toward success.
– And get all your burning questions answered.

This is one of eight virtual Best Practice Briefings produced every quarter by the Propolis Experts, each designed to build on team skill sets or address a common challenge through key practical guidance. The full set of Best Practice Briefings is available exclusively to Propolis members.