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Mojo Musings

Our thoughts on everything from inbound sales and marketing to design, social media, and more

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Written by Madison Fowler
on June 13, 2017

Welcome to the blog about all things Account-Based Marketing (ABM) and sales enablement processes. If you’re looking to follow ABM and sales enablement processes, you’ve come to the right place.

Let me introduce myself. I am Madison Fowler and I am one of three student interns at Mojo Media Labs. My role as the sales and marketing intern encompasses responsibilities similar to that of a Sales Development Rep and lead researcher. The business development goals I’ve been tasked with this summer include:

  • Learning and understanding how the market is shifting to Account Based Marketing (ABM)
  • Integrating this strategy to build a sales function that supports our business and clients here at Mojo.

So, what have I learned so far? Here are some thoughts from industry leaders that I found insightful:

What is Account-Based Marketing?

“Account-based marketing applies the personalized approach core to inbound to situations where you’re building a relationship with multiple stakeholders at once,” according to HubSpot’s Chief Strategy Officer, Bradford Coffey.

How is ABM being utilized?

ABM is being used as “a more focused sales and marketing strategy, a better customer experience, an improved sales-marketing relationship, and, of course, more revenue,” according to Sangram Vajre, Co-Founder and CMO of Terminus. 

I’m excited to be on this journey with Mojo as I take what I learn and apply it to our sales process with our CEO, Mike Rose. I will be producing biweekly blogs this summer, which will review my findings and application of these strategies. I will also share with you musings after diving into books related to the above goals, which include, but aren’t limited to, The Sales Development Playbook by Trish Bertuzzi and Account-Based Marketing for Dummies by Sangram Vajre. Throughout, I will provide a guide to my findings on the ABM movement. 

Thank you for following along as we chart this journey. Our hope is that this content will be relevant for you and your business’ success.

Stay tuned for my next post on June 26!

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