Sales and marketing standups: the secret weapon for ABM One of the easiest and most impactful processes Topics include: One helpful resource is for Marketing to bring an you can implement to drive your ABM program and 1. Progress made since last stand-up ‘action menu’, a collection of possible ABM plays improve alignment is to implement regular sales • Who did you talk to? that will keep progress moving forward with target and marketing stand-ups. • What did you learn? accounts. These can be simple, like a welcome package for new executive hires, or more In these standups, every week or two, the Account 2. Plan going forward sophisticated, like a multi-channel outreach Based Marketer meets 1:1 with each Account • Focus on the top 3-5 target accounts to play to follow-up with key attendees from a Executive and Sales Development Rep for 5-10 penetrate, and two opportunities to accelerate. recent tradeshow. minutes to share updates, discuss how they are • What actions will Marketing take? The AE? ADR? jointly going after accounts, and agree on go- In addition to the regular stand-up meeting, it’s also forward actions. 3. Blockages useful to hold monthly ABM ‘win rooms’ to review metrics and set actions across the entire program, and Quarterly Business Reviews (QBRs) to assess the entire program, consider changes to the At Engagio, our teams log into our application and account list, dive into metrics, and so on. These review recent account activity and engagement should involve leadership from both marketing and looking at the same screen. sales teams. 151