PART THREE > 7 STEPS TO GETTING STARTED WITH ACCOUNT-BASED MARKETING STEP 1: ASSEMBLE YOUR ABM TEAM (cont.) Account Executives Sales Leader Customer Success Executive Managers Stakeholders Account Executives Your sales leader will be Just like Account Your c-level leadership will get to know your instrumental in setting Managers with future team - including your target accounts inside goals, developing customers, Customer CMO, CRO, and/or and out, forming selling processes, and Success Managers CEO - should all have and strengthening ensuring that marketing know your current a stake in your ABM relationships with all key has buy-in from all sales customers best. strategy. This includes stakeholders as they team members. Marketing will work with budgeting and aligning move the deal through them to identify at-risk on KPIs that measure each stage, all the way accounts and expansion success. to closed/won! opportunities. “If we do our job, reps are going to close. Not only are they going to close deals faster, because we’ve shortened the sales cycle with them, but their win rates are going to go up because we’re giving them the materials they need to win.” Meagen Eisenberg | CMO, TripActions Blueprint to Account-Based Marketing | © 2020 Terminus Software, Inc. All rights reserved. 18