During this Stop the Sales Drop episode, James Gilbert (CMO at CRMNext) calls out how even the big players are not effectively using ABM as they are not using it as a complementary strategy. In fact, he thinks that true ABM shouldn't even be called ABM and that it should be a "company strategy" as ABM means that marketing owns most of the lift. This is why it becomes very tactical and channel-focused which only leads to account-based awareness vs. account revenue growth.

Listen to this podcast to see how CloudCherry (James' former company) and CRMNext are winning, protecting and expanding accounts with ABM. Also, see how you can effectively use ABM on LinkedIn. After you listen to this podcast, register for our 3-day virtual LinkedIn training where you will find a LinkedIn ABM panel that will include James Gilbert (CRMNext), Darryl Praill (VanillaSoft), Sangram Vajre (Terminus), Lisa Dennis (ITSMA), Eric Gruber (Personal ABM) and Brandon Redlinger (Demandbase).