g in t e k o r t a c i m r c t i n r t ce n - ce ad - e t l n t I m ou r c a ro c P F a Sales excellence Account penetration and expansion “ ABM delivers the highest Return on ABM enables the challenger sale ABM guides intelligent account expansion Investment of any B2B marketing Sales wants to have challenger sales conversations at existing customers strategy or tactic. Period.” that ‘teach for differentiation and tailor for resonance’. Many companies get more revenue (and revenue ABM provides the ideal strategy and framework growth) from current customers than from new ITSMA for this — and delivers the account insights that ones. With large deals, it’s all about ‘land and help make it happen. expand.’ ABM delivers smart, personalized account orchestration for a greater share of Customer experience wallet and higher margin. ABM delivers the consistently relevant experience that customers demand The highly personalized nature of the discipline “Ri sing customer expectations means that all interactions are synchronized are the most disruptive trend across channels and highly targeted to maximize relevance. You look like one company with a single, in business today. Companies compelling story. that differentiate their customer In fact, 58% of respondents say that ABM plays a relationships on the basis of account- major role in making their entire company more specific insights and responsiveness customer centric, according to the ITSMA and raise customer expectations and ABM Leadership Alliance Account Based create competitive advantage.” Marketing Benchmarking Survey (July 2017). IDC 14