HomeBlog B-to-B Sales and Marketing Haikus: Account-Based Marketing

B-to-B Sales and Marketing Haikus: Account-Based Marketing

October 28, 2013 | By Jonathan Block

Here’s another installment of haikus dedicated to b-to-b sales and marketing. This edition takes its inspiration from account-based marketing, which identifies the insights, integrated marketing initiatives and sales alignment requirements to deliver and measure impact with target groups of customers and prospects.

Here’s another installment of haikus dedicated to b-to-b sales and marketing. This edition takes its inspiration from account-based marketing, which identifies the insights, integrated marketing initiatives and sales alignment requirements to deliver and measure impact with target groups of customers and prospects.

Defined universe

the customer lifecycle

sustain and nurture

...

Know your audience

realistically assess

the business impact

...

To cultivate trust

a predictor of success

needs different skills

...

A sales goal’s context

deconstruct detect define

trackable outcomes

...

Megan Heuer says

post-sale marketing support

drives long-term success

Jonathan Block

Jonathan Block is Vice President, Product Development at SiriusDecisions. He has has worked for more than 25 years as an IT and cybersecurity leader, product manager, and an industry analyst. He manages the global product development organization for SiriusDecisions’ technology solutions. Jonathan built and managed agile technology teams that increased productivity, collaboration, cybersecurity and regulatory compliance. He also developed key models and frameworks that enable B2B organizations to understand, evaluate, and implement appropriate marketing and sales technologies. In addition, Jonathan has advised executives on the role of technology to help drive sales and marketing integration and enterprise alignment. Follow Jonathan on Twitter @jblock.