How to make friends and build trust: Working with sales to deliver ABM
Date & Time
Wednesday, November 1, 2023, 2:55 PM - 3:25 PM
Tony Jarvis Emily Claire Poupart Lizzie Donnachie


You can design the world’s greatest ABM strategy, but if your sales team don’t get it, aren’t on board, or just prefer to work in a completely different way, then your strategy isn’t worth the slide it was typed on. Ensuring your approach to ABM fully considers the sales process from the start is crucial to delivering ABM-powered growth in 2024 and beyond.

With that in mind, this session will see Tony Jarvis, Global Managing Director, Client Relations at Ei- Global B2B Media Intelligence, Emily Claire Poupart, Client Programme Director at Arup and Lizzie Donnachie, Director Product Marketing, Azure Business Group at Microsoft discuss:

  • The most effective ways to get buy-in from busy account teams.
  • How to approach defining and agreeing joint KPIs with sales.
  • How to offer support to sales in a manageable and sensible way.
  • Taking account intelligence and putting it into action.