The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
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Content provided by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
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Being Part of Your ICP and Showing Intent Is Not Enough
Manage episode 336807672 series 2828523
Content provided by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Many of the GTM teams we talk to are already using ABM platforms like Demandbase and Terminus, predictive analytics platforms like 6sense and intent data tech like Bombora. They are driving the top-of-the-funnel and increasing pipeline KPIs.
But, the common thread we're seeing across the different companies in different industries is that they are challenged to drive stage progression even though the accounts they are now targeting are in-market and are in their ICP. There is a huge discrepancy between the pipeline revenue and actual revenue. In many cases, when deals are signed, the deal sizes are less than desired.
What's going on?
That’s what Kristina Jaramillo covers on this ABM Done Right Podcast and video.
90 episodes
Share
Manage episode 336807672 series 2828523
Content provided by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Many of the GTM teams we talk to are already using ABM platforms like Demandbase and Terminus, predictive analytics platforms like 6sense and intent data tech like Bombora. They are driving the top-of-the-funnel and increasing pipeline KPIs.
But, the common thread we're seeing across the different companies in different industries is that they are challenged to drive stage progression even though the accounts they are now targeting are in-market and are in their ICP. There is a huge discrepancy between the pipeline revenue and actual revenue. In many cases, when deals are signed, the deal sizes are less than desired.
What's going on?
That’s what Kristina Jaramillo covers on this ABM Done Right Podcast and video.
90 episodes
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Similar to ABM Done Right - A Personal ABM Podcast
The traditional enterprise go-to-market motion is undergoing a transformational shift. B2B buyers are more sophisticated than ever, and operational efficiency is a key focus for every organization. One key function possesses a unique opportunity to shape the future of revenue generation: enablement. On this podcast, we’re bringing you the secrets, strategies, and tactics that successful enablement leaders are using to drive meaningful impact. The Enablement Edge is the go-to resource for sal ...
…
continue reading
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continue reading
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continue reading
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…
continue reading
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continue reading
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continue reading
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