s e s s e c o 7. Measure account progress: r M p B III 7 A t e r a h Conclusion P T One of the key sources of misalignment between Marketing and Sales is the disconnect between the way the two teams measure success. Account Based Marketing brings the two teams For some, the movement away from tried and truly closer, aligning focus on a specific list of named lead-based metrics may feel unnerving, but if accounts. By evolving your metrics in the matter you’re going to embrace ABM, the change and its discussed here, Marketing and Sales can begin to implications are unavoidable: an ABM program speak the same language and collaborate — rather without ABM metrics will always be judged by the than fight for credit. wrong yardsticks. From To People Accounts Leads Opportunities Personas Specific buyers Quantity Quality 132