I used to think ABM was just a buzzword until I ran a targeted campaign for a mid-market tech firm

We spent 6 weeks building account lists and doing research for a $50k deal that we closed in 3 months, way longer than the 2 weeks I assumed it would take.

2 comments

2 Comments

hugo_craig13d ago

Did you at least get a solid ROI out of those three months? I usually spend that long just deciding which pizza place to order from for the planning meetings. Sounds like your account list research was more productive than my last two weeks of LinkedIn scrolling.

black.mark13d ago

Yeah the "pizza place for planning meetings" thing hit close to home because I used to think research was just busy work. I figured you could just blast the same cold email to anyone with a vaguely relevant title and something would stick. But those three months completely flipped my view. Getting concrete data on which accounts actually had budget authority versus just influence made everything else way easier.