Marketing Readiness
Have you established a process for lead management and marketing strategy belgium phone number resource execution/management?
Have you outlined the customer purchasing process and persona of the target account(s) and prepared content based on that?
Do you have a process in place to measure the opportunities and sales generated?
Sales Readiness
Are sales and marketing departments aligned at the management level, operationally aligned, and trust-built?
Are sales processes and account plans transparently shared? (Are appropriate ABM targets selected based on sales plans?)
Are you able to share your current sales situation/capabilities (relationships with ABM target companies, transaction status, sales ability, customer/industry knowledge)?
Are there any issues with the coverage of the required data, update frequency, or ease of use?
Can you consolidate and manage data and documents to increase customer engagement?
Are there any issues with the preparation and integration of necessary technologies such as SFA and MA?
Are you considering adopting technologies that can be used for ABM, such as Personalization and Predictive?
Resourcing Adequacy