Episode 4
The Key to ABM Success: Marketing and Sales Coordination

A marketing leader and sales VP sit down to talk about why sales and marketing must coordinate in order for your Account-Based Marketing strategy to succeed.

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In this episode of Talk of the Trade, Michael McNary sits down with Nick Bennett to talk about Account-Based Marketing. As Director of Account-Based and Field Marketing at Alyce, Nick runs a successful ABM strategy to land new accounts for his company. The secret is not fancy technology (in fact, spreadsheets are mentioned in this episode!) but good old-fashioned sales-marketing alignment.

Listen to the episode to learn:

  • Why Nick recommends thinking of ABM as Account-Based Execution
  • Why Nick personally meets with each sales rep once per week
  • How to set up reports and communication loops that keep everyone on the same page

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