Account-Based Marketing or Sales Questionnaire Help us understand your goals and challenges around Account-Based What are you trying to accomplish with ABM?What are you trying to accomplish with ABM?* Align sales and marketing More effectively scale sales and marketing More efficiently utilize marketing budget Increase conversion rates and sales velocity Optimize the revenue potential of opportunities in my pipeline Complement our inbound/content marketing strategy Build a more predictable marketing and sales funnel Focus on marketing and sales throughout the customer’s lifecycle Increase the Lifetime Value (LTV) of my customers Increase customer retention rate What are you struggling with today?What are you struggling with today?* Determining if ABM/ ABS is for me/my company Defining my ideal customer profile Account selection against my ideal customer profile Poor data quality on accounts Lack of the right contacts in my CRM Lack of valid email address and direct dial phone numbers for my contacts Lack of required human resources to execute Determining the best ABM toolset Creating and delivering compelling, personalized content for each account Determining the optimal channels and touchpoints Inability to operationalize Account-Based Marketing and Sales Unwillingness for the sales team to use our CRM Lack of proper systems in place to measure results What are your requirements in an ABM/ ABS solution?What are your requirements in an ABM/ ABS solution?* Must be able to track and measure all marketing and sales touch points throughout the customer’s lifecycle Must be able to accurately track customer acquisition cost (CAC) and lifetime value (LTV) Must instill accountability across both marketing and sales Must be able to track conversion rates including the success/failure of efforts Must be simple and user-friendly Must maximize productivity of my staff Must be able to scale up or down based on resources and goals Must provide proper reporting to be agile and adjust efforts accordingly Must integrate into my CRM (Salesforce, Microsoft Dynamics, etc) Must integrate into my existing marketing automation platform (Marketo, Pardot, Eloqua, HubSpot, etc) What technology are you using today?CRM*CRMSalesforceMicrosoft DynamicsHubSpot CRMI don’t have a CRMOther: Pls specifyMarketing Automation*Marketing AutomationEloquaHubSpotMarketoPardotI don’t have marketing automationOther: Pls specifyHow many people are involved in buying your solutions*How many people are involved in buying your solutions12-4More than 5What is your average sales cycle?*What is your average sales cycle?0-3 months3-6 months6-9 monthsMore than 9 monthsWhat is ASP?*What is ASP?Less than $25K$25-50KMore than $50KYour contact information:First Name* Last Name* Company* Function*FunctionMarketingSalesSales & MarketingDesign/CreativeOtherSeniority*SeniorityPartner/Co-founder/C-SuiteCMOVPDirectorManagerSpecialistEmail Phone Number NameThis field is for validation purposes and should be left unchanged.
