Account Cultivation and Growth / Events / 21 Mar, 2023

Doubling up at Mobile World Congress

How we optimised the opportunities to make maximum impact at MWC23 for our clients AWS and JMA. This year’s Mobile World Congress, the world’s biggest connectivity solutions show, presented exciting opportunities for two of our clients to attract the attention of the thousands of visitors that perfectly fitted the profile of potential customers. On the…

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Guest Blogs / 15 Mar, 2023

How framing and the fear factor can drive growth

Taking into account people’s natural aversion to loss and risk when formulating your B2B marketing content strategy can help put key stakeholders under your spell and influence their decisions, says Tim Lennard Commercial decisions almost always include a level of uncertainty, and while this can be reduced by providing relevant supporting analysis and insight, it…

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Guest Blogs / 15 Feb, 2023

Why unconscious bias holds the key to contract renewal

Tap into behavioural science and ABX to give your business the human edge it needs to retain customers, says Tim Lennard Two factors are working together to make it imperative for enterprise-level technology companies (ELCs) to retain more customers. The shift towards cloud-based consumption models means customers aren’t ‘locked in’ to the degree they once…

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Account Cultivation and Growth / Deal Creation and Conversion / 07 Feb, 2023

Up your bid game now, before it’s too late

Win rates are down, competition is high, and most bids are lost to rival businesses that have made better submissions. No business can afford to let this situation continue, says JPC’s David Gray. The fact that businesses on average rely on winning bids to generate a third of their revenue underlines the importance of getting…

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Account-Based Marketing / 31 Jan, 2023

Is ABM living up to the hype?

As the popularity of account-based marketing continues to grow across B2B businesses, JPC’s David Gray asks if the results are living up to the hype Before we start, consider these two questions: How much does your business spend on marketing a year? And what’s that as a proportion of your total revenue? If it’s around…

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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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