“We use both regularly to track activity and make sure we see all connections on the platform to construct buying cohorts for our larger ABM strategy.”. In addition to research, Sales Navigator can also supplement email outreach and phone calls as another channel to reach buyers.
Join Nipul Chokshi, vice president of marketing at Lattice Engines, a Dun & Bradstreet company, and Steve Casey, principal analyst at Forrester, for this Tech-Talk webinar presentation on how account-based selling can accelerate demand.
To execute ABM well, B2Bs must be data-driven in their account identification process, and look for accounts that are high-value and display similar attributes to their current best customers. The creation and dissemination of custom content across channels is also crucial. Marketing and sales teams need to work together for ABM to be successful.