Why We Should Focus On ICP Opportunities Vs. Intent Leads ABM Done Right - A Personal ABM podcast

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Why We Should Focus on ICP Opportunities vs. Intent Leads

18d ago 41:32

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Innehåll tillhandahållet av Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. Allt poddinnehåll inklusive avsnitt, grafik och podcastbeskrivningar laddas upp och tillhandahålls direkt av Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber eller deras podcastplattformspartner. Om du tror att någon använder ditt upphovsrättsskyddade verk utan din tillåtelse kan du följa processen som beskrivs här https://sv.player.fm/legal.

Intent should not be your biggest factor when it comes to account selection for ABM. In fact, intent-qualified leads tend to result in lower deal sizes as everyone is reacting to the same signals and predefined needs to the point that it becomes a cost-based decision for buyers.
By focusing on the ICP, you can identify those accounts that are a best fit, match your business problem profile and are most likely ready for your solution even though they may not be showing intent. With these accounts, you can create the need and greenfield opportunity that leads to larger deal sizes.
Adam Schoenfeld (CEO of Keyplay.io) joins Eric Gruber on the ABM Done Right Podcast to talk about:
1. Intent leads vs. ICP opportunities -- what is better
2. How teams are ineffectively defining their ICP
3. How the ICP should be operationalized across the organization
4. How we should engage the ICP

… continue reading

99 episoder

#Business #Marketing #Eric Gruber #Kristina Jaramillo #MBA #Kristina Jaramillo And Eric Gruber

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Why We Should Focus on ICP Opportunities vs. Intent Leads

ABM Done Right - A Personal ABM Podcast

published 18d ago

Dela

MP3•Episod hem

Innehåll tillhandahållet av Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber. Allt poddinnehåll inklusive avsnitt, grafik och podcastbeskrivningar laddas upp och tillhandahålls direkt av Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber eller deras podcastplattformspartner. Om du tror att någon använder ditt upphovsrättsskyddade verk utan din tillåtelse kan du följa processen som beskrivs här https://sv.player.fm/legal.

Intent should not be your biggest factor when it comes to account selection for ABM. In fact, intent-qualified leads tend to result in lower deal sizes as everyone is reacting to the same signals and predefined needs to the point that it becomes a cost-based decision for buyers.
By focusing on the ICP, you can identify those accounts that are a best fit, match your business problem profile and are most likely ready for your solution even though they may not be showing intent. With these accounts, you can create the need and greenfield opportunity that leads to larger deal sizes.
Adam Schoenfeld (CEO of Keyplay.io) joins Eric Gruber on the ABM Done Right Podcast to talk about:
1. Intent leads vs. ICP opportunities -- what is better
2. How teams are ineffectively defining their ICP
3. How the ICP should be operationalized across the organization
4. How we should engage the ICP

… continue reading

99 episoder

#Business #Marketing #Eric Gruber #Kristina Jaramillo #MBA #Kristina Jaramillo And Eric Gruber

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