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The most important letter in ABM is the ‘A.” The Accounts. The accounts you’re targeting with your ABM program and what you know about those organizations.

There are prospects out there who are unhappy with your competitors. And accounts using the competition whose contracts are expiring this quarter and next. But locating them can be a challenge.

Welcome to Destination Pipeline, where leads are maximized, new sales reps are productive and your ABM programs make a difference. It’s where you get insight into which accounts are buying now and which ones are dissatisfied with your competitors.

BAO recently surveyed 289 B2B tech companies about Account-Based Marketing to understand how ABM is being planned and practiced today, particularly in the areas of target selection and the role that account insights play.

82% of marketers are currently doing or planning ABM programs. But only 12% of organizations are confident that they have the insights they need to succeed with ABM. . .

We’ve always been strong proponents of leveraging account intelligence to improve sales and marketing – long before the term Account-Based Marketing was ever coined. But, there is one key component without which ABM simply doesn’t work: account intelligence.

We always enjoy celebrating our Clients’ successes. We're very excited about an article in the November 2016 issue of a new ABM publication, “ABM in Action,” highlighting O.C. Tanner’s successful ABM strategy.

ABM is the strategic approach marketers use to support a defined universe of accounts. But where do you start? The ABM resource center is designed to help you build out the ABM strategy that’s right for your business.

Creating and maintaining sales productivity in the mid market is challenging. With 19,083 companies, the mid market is large, fragmented, and frequently misunderstood. But it is a target market with lots of rapidly growing companies.

With a highly successful content marketing program bringing in a large volume of leads, SkillSurvey partnered with BAO to help prioritize the leads that represented real opportunity in order to get the most value from every marketing channel.