In this podcast, Eric Gruber and Kristina Jaramillo speak with Chris Askew on how to use a more personal account-based approach to drive top to bottom engagement with accounts stuck in status quo. You will learn how “no” positions were reversed and how accounts like P&G were protected and expanded even after a notice was provided that the commitment would end and that the business would most likely shift to a national competitor.
If you like this podcast, then you will love the video interview that Eric completed with Jessica Fewless (Former VP of ABM at Demandbase). They went into great detail on how to use ABM with your initial target list – your existing customers. Join our community to get access to this video interview along with all of the on-demand sessions from our recent 5 day summit.