How do you equip account teams with the right sales enablement tools, at the right time, for the right ABM motion? Attendees will hear perspectives from two ABM marketers who have successfully landed scaled ABM campaigns with their sales organisations. We’ll discuss which ABM motions are right for scaling, how does your relationship and interaction with sales teams change depending on the type of motion and how do you right-size your sales enablement toolbox to avoid ‘overwhelm’. Additionally, we’ll explore the different types of metrics you can apply when looking specifically at pipeline progression.

This session will cover:

• What type of ABM motions can be scaled?
• How does that motion shape the sales enablement approach you take?
• What sales enablement tools and tactics do you need to equip sales organisations with?
• How do you track and measure contribution to improved sales performance and pipeline?