Be Surprising (in Bids and Tenders)

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

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.

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.

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.

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

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.

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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