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The RevOps Hero PodcastAuthor: ClearPivot
The RevOps Hero Podcast will teach you how to improve and advance your company's revenue operations and your own career. Our clear, concise explanations will help you understand how new developments in the CRM, marketing automation, and data world will affect your company's customer journey lifecycle and pipeline. Language: en-us Genres: Business, Management Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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How to Craft a Winning ABM Strategy
Episode 62
Tuesday, 13 October, 2026
Can the same ABM playbook that wins new enterprise logos also grow the customers you already have? Ada Tsang set out to answer that question while building customer ABM at Demandbase, and the pilot worked well enough to scale.In this episode, Ada walks through how she built that program from the ground up, covering the research, the systems work, the campaigns, and how she measured results on deals that take six months to two years to close.We cover:What makes enterprise ABM different, from deal size and cycle length to buying committees spread across global teamsHow stakeholder interviews and win-loss data revealed a content gap for enterprise buyersWhy marketing and sales need to be working off the same accounts in the same systems before a single campaign launchesThe Salesforce fields, dashboards, and biannual account review that kept the program on trackHow to layer brand, target ICP, 1:many, 1:few, and 1:1 campaignsWhat sales enablement looks like when you’re supporting multi-million dollar dealsThe engagement, pipeline, partnership, and product feedback metrics Ada uses to measure successHow to decide if your company is ready for an ABM pilot, and how to size one
