Account-Based Marketing / Sales Enablement / Thought Leadership / 31 Oct, 2022

Why aligning sales and marketing isn’t enough to drive successful ABM

“It’s a standard ABM mantra that sales alignment at the outset is an absolute for the success of a programme but no one seems to be very clear on what that actually means. In our experience getting everyone facing in the same direction and agreeing it’s a great idea simply isn’t good enough. Sales have…

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Account-Based Marketing / Thought Leadership / 23 Aug, 2022

Fuelling bid success with ABM

What’s a cycling peloton got to do with marketing? It shows why account-based marketing holds the key to securing your next lucrative bid opportunity, says JPC’s James Mollard… Account-based marketing (ABM) and deal-based marketing (DBM) each play vital roles in attracting, winning and growing business, but can bringing them closer together deliver better results?  In…

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Account-Based Marketing / Videos & Webinars / 02 Feb, 2019

Be Surprising (in Bids and Tenders)

Being surprising in bids can be the single point of differentiation between you and your competition.

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Account-Based Marketing / Videos & Webinars / 02 Jan, 2019

The Cardinal Sin of Account-Based Marketing (ABM)

Key decision makers for part of a sales process don’t want to necessarily know or appreciate being told they’re part of an ABM strategy… even if it could reap huge benefits.

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Account-Based Marketing / Videos & Webinars / 21 Nov, 2018

ABM and the importance of engaging early in the bid process

Too many of today’s bidders are showing up late to the process. See how our ABM approach can help you engage earlier and improve your chance of winning.

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Account-Based Marketing / Videos & Webinars /

ABM personas and how to get them right

Got a minute? Hear from JPC’s Managing Director, Claire Ellis on ABM personas and how to get them right.

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Account-Based Marketing / 12 Nov, 2018

THE greatest ABM cardinal sin!

With so much coverage now, writing an article on Account Based Marketing (ABM) felt akin to asking your grandmother to suck eggs (She doesn’t? Well she should. Run an ABM programme on her…). Everyone’s ABM’ing it, we have Heads of ABM, ABM specialists, ABM Teams, ABM agencies (yup, guilty as charged). Supposedly ABM – or…

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Account-Based Marketing / Account Cultivation and Growth / 30 Oct, 2018

The buyer journey has changed – has your value proposition?

Just when you thought there wasn’t anything left to disrupt, businesses are finding themselves blindsided by the fact that traditional buyer journeys have changed for good – rendering their value propositions and their sales and marketing processes obsolete.

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Account-Based Marketing / 29 Aug, 2018

How to avoid arriving at the RFP table cold

Build a winning strategy with an Account-Based Marketing approach You get one shot at articulating your capabilities and convincing a prospective client that they should choose you over some tough competition. Yet, all too often, companies are coming to the RFP table cold. Why? Because, currently the average complex deal has 7 decision makers involved,…

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Account-Based Marketing / Deal Creation and Conversion / Strategy / 15 Aug, 2018

3 Things They Don’t Tell You When Responding To A Bid

Search online and you’ll find a wealth of advice on bid tendering. It sounds pretty obvious and formulaic when you read it. Bid or no bid. Make a plan. Form a team. Be compliant. Offer great evidence, submit and wait for the good news. Frankly, what’s the big deal? Well, the big deal may be…

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