According to Bain Consulting, selling to existing accounts is 6 to 7x more profitable than net new customers. People typically see ABM as a focused approach for penetrating new accounts and landing new customers. However, with the right strategy and effective follow-through, ABM is also an outstanding approach for expanding inside of strategic accounts.
In this webinar, Sales Performance International’s CMO Dario Priolo shares how they used Engagio and their Cross-sell/Upsell methodology to generate over $5 Million in pipeline from existing accounts. Engagio's CMO Heidi Bullock reveals their top tips and live ABM plays they use for account expansion. You will leave this webinar with new ideas to quickly grab low-hanging fruit in your customer base and ensure you have the right resources in place to execute as you plan for 2018.
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About the Author
Brandon Redlinger is the Director of Growth at Engagio, and is obsessed with anything Account Based Marketing and Sales related. He has been in sales and marketing his entire career, leading teams across the country from NYC to Denver to the San Francisco Bay Area. Brandon is passionate about the intersection between technology and psychology, especially as it applies to growing companies. In his spare time, you will find him buried in a book, hitting the gym or on an adventure exploring the world.Follow on Twitter More Content by Brandon Redlinger