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Tag: ABS

Five common scenarios facing sales leads in key accounts. And where Account Based Strategy can help best.

Five common scenarios facing sales leads in key accounts. And where Account Based Strategy can help best.
Author The CraftPosted on June 6, 2017July 26, 2017Categories Proposition Development, Strategic DifferentiationTags ABM, ABS, Account Based Marketing, Account Based Strategy, positioning, Proposition development, Propositions

We’ve stepped beyond delivering ABM, because most of it has become about delivering programmatic generic marketing. Instead we’ve focused on genuine one-to-one C-level strategic alignment between major accounts and our clients’ sales leads. In doing so, we’ve identified 5 critical scenarios that are impacting a sales leads ability to retain or grow business with a … Continue reading “Five common scenarios facing sales leads in key accounts. And where Account Based Strategy can help best.”

Over 75% fail to get ROI from ABM – Why?

Over 75% fail to get ROI from ABM – Why?
Author Mark Wiseman-SmithPosted on June 29, 2016July 25, 2016Categories Consultants, Strategic DifferentiationTags ABM, ABS, Account Based Marketing, Account Based Strategy, Strategic Differentiation

As ABM is adopted as a winning tactic by many in 2016, signs are already indicating that for the majority it won’t deliver the ROI originally expected. Before taking the decision to initiate or continue a ABM program, here’s why the majority are failing: Supplier selection – nearly all marketing agencies now say they deliver … Continue reading “Over 75% fail to get ROI from ABM – Why?”

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