You’ll get more out of your ABM programs by fracking blockages — using intent data and smart tactics together to capture more opportunities from high-potential accounts. We’ve outlined four methods you can use right now to unlock more ABM revenue by breaking in deeper than you otherwise could.
While the term fracking remains controversial in the oil industry, as a B2B sales metaphor, it offers a valuable framework for discovering and capturing hidden potential within your key accounts. In this infographic, you’ll learn:
- How to ‘frack’ buying teams to build champions and land in an account
- How to leverage relationships with middle managers into more upsell and cross-sell revenue
- What challenges you’ll need to overcome, and what tools you can use to ensure success
