Appreciation post: I used to think ABM was just a buzzword until our team closed a $250k deal

We ran a six-month pilot targeting 50 accounts with custom content, and the sales cycle was half our usual time. Anyone else see real results after being skeptical of account-based marketing?

3 comments

3 Comments

miles9461mo agoTop Commenter

Oh man, the idea of sales and marketing having a "healthy friction" sounds like a nice way to say they're throwing staplers at each other in the break room. I have to side with @sullivan.finley on this one, getting them to agree on a plan seems like a miracle worth celebrating more than any buzzword. If they're actually working together, that's the real win, not just pretending to play nice while secretly fighting over who messed up the lead list.

sullivan.finley1mo ago

Honestly, the biggest win for us was internal alignment! Marketing and sales finally stopped fighting over leads and built one plan together. That teamwork was the real game-changer, not just the fancy term.

paigem451mo ago

That "teamwork" idea sounds nice in theory, @sullivan.finley, but calling it the real game-changer is a stretch. Sometimes a little friction between sales and marketing is healthy. It pushes both sides to prove their numbers. If they just agree on one plan too easily, you might miss big problems. For example, marketing might make content that gets clicks but brings in terrible leads, and sales just has to smile and accept it. A unified front can just mean settling for average.