Define the Rules of Engagement It’s relatively easy to get account data. But it’s harder to get it all into a single view that makes sense and it’s even harder still to make the data actionable. Some of the questions we hear most from our customers From a sales perspective, defining the rules of are, “What do I do with all this data?” and “How do I engagement sets clear eligibility criteria, which allows take action on these intent signals?” a rep to answer the following question: “Am I, Rep A, allowed to reach out to a contact at this account?” By defining the rules of engagement for your marketing and sales teams, you can ensure you avoid this particular From a marketing perspective, defining rules minefield. of engagement can also help to tailor your marketing outreach. Rules of engagement are triggers that set off specific actions and define the boundaries of account While we’d love to discuss the deep intricacies of this, relationships. These triggers are similar to if this, then along with how to leverage these engagement triggers that logic. to engage the full buying committee, that falls outside of the scope of this eBook. Thankfully, though, we’ve got another resource dedicated entirely to account engagement, which you can download here. For now, though, we’ll be explaining how to define and Trigger Action activate engagement triggers for your marketing and sales teams. The Complete Guide to Effective ABM Targeting 34