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ABM is B2B.: Why B2B Marketing and Sales is Broken and How to Fix it

ABM is B2B.: Why B2B Marketing and Sales is Broken and How to Fix it

  • Downloads：1734
  • Type：Epub+TxT+PDF+Mobi
  • Create Date：2021-03-30 11:18:56
  • Update Date：2025-09-07
  • Status：finish
  • Author：Sangram Vajre
  • ISBN：194085895X
  • Environment：PC/Android/iPhone/iPad/Kindle
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Summary

Did you know that less than 1% of all leads become customers？ It is a shocking stat， but there is a way to stop the waste and flip this around。 In this highly anticipated book， they reveal the secrets behind their signature TEAM - Target， Engage， Activate， and Measure - framework to transform your approach to market， sell and retain your ideal customers。 Account-based Marketing （ABM） is B2B。 It‘s time to challenge the status quo of B2B Marketing and Sales， and this book will help。

A transformation like this can only happen through account-based approach that unites marketing， sales， and customer success teams （go-to-market teams） as #OneTeam。 In summary， the TEAM framework coupled with account-based approach enables your company to focus on the target accounts， engage them in a meaningful way， activate the sales team with top tier accounts proactively and finally measure success based on business outcomes over vanity metrics。

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Reviews

Germán Sáenz ，

I wish the book provided more specific details about the implementation of ABM， specially about digital solutions that could be useful。 It is a great introduction to ABM but it definitely lacks more information on how to do a the transition to B2B 1。0 and to B2B 2。0

Saneesh Veetil ，

Good read for beginners only。

Kurt Weisenberger ，

Sangram is interesting， and I follow him on LinkedIn and was looking forward to reading his book。 Getting past its rather pedestrian title the book is decent， mainly as Sangram's personality comes through。 I was expecting a little bit more advanced ABM execution details。 Even though it provides some guidelines for implementing ABM strategy into your company it still lacks any specific detail for ABM execution。 I was slightly discouraged that a large part of the book just references other resourc Sangram is interesting， and I follow him on LinkedIn and was looking forward to reading his book。 Getting past its rather pedestrian title the book is decent， mainly as Sangram's personality comes through。 I was expecting a little bit more advanced ABM execution details。 Even though it provides some guidelines for implementing ABM strategy into your company it still lacks any specific detail for ABM execution。 I was slightly discouraged that a large part of the book just references other resources。 Still a good read and up-to-date。 And yes， of course， ABM is B2B :） 。。。more

Fresno Bob ，

3。5 stars， needed editing， and one chapter completely focused on a detailed ABM campaign， going through the entire TEAM framework for a particular tranche

Quharrison ，

Very good introduction to ABMIf you're struggling with configuring your B2B marketing team then this is the book for you。 Sangram does a phenomenal job breaking down the essentials of account based marketing。 He does it in an accessible and non boring way which is rare for a business book。 Very good introduction to ABMIf you're struggling with configuring your B2B marketing team then this is the book for you。 Sangram does a phenomenal job breaking down the essentials of account based marketing。 He does it in an accessible and non boring way which is rare for a business book。 。。。more

Meagan Kohls ，

I love Sangram and his way of evangelizing ABM。 He doesn't make his podcast， this book， or any keynote about Terminus despite being a founder。 This is a quick read with examples and case studies。 Worth having on the shelf。 I love Sangram and his way of evangelizing ABM。 He doesn't make his podcast， this book， or any keynote about Terminus despite being a founder。 This is a quick read with examples and case studies。 Worth having on the shelf。 。。。more

Ray Smith ，

One of the best B2B books I've read。I loved reading this book。 Well definitely read it 2 or 3 times over。 I highly recommended it to anybody looking to grow their b2b sales One of the best B2B books I've read。I loved reading this book。 Well definitely read it 2 or 3 times over。 I highly recommended it to anybody looking to grow their b2b sales 。。。more

Anna Holopainen ，

I'm a big fan of Sangram Vajre， but this book is unfortunately a waste of time， if you're even VAGUELY familiar with the topic。 It could've been easily condensed into a （short-ish） blog post。 What I'm struggling the most with is that the book （like so many other North American best-selling business books） has barely any substance but is still 230 pages long （although it feels even longer）， and the rare golden nuggets are well-hidden under the empty motivational talk。 Combine this with the unnece I'm a big fan of Sangram Vajre， but this book is unfortunately a waste of time， if you're even VAGUELY familiar with the topic。 It could've been easily condensed into a （short-ish） blog post。 What I'm struggling the most with is that the book （like so many other North American best-selling business books） has barely any substance but is still 230 pages long （although it feels even longer）， and the rare golden nuggets are well-hidden under the empty motivational talk。 Combine this with the unnecessary repetition， and we have a winner。 Sangram's talks on this topic have been much better and definitely worth watching， so I'd suggest giving them a go instead。 。。。more

Maynerd ，

B2B marketing is broken。 ABM （account-based marketing） is the solution。 ABM is B2B by Sangram Vajre and Eric Spett is the book your B2B firm didn't know it needed。 For the longest time， B2B marketing has been monotonous and boring following a one-size-fits-all approach of advertising and counting leads。 But， turns out， less than one percent of all such leads turn into actual customers！ABM is B2B challenges the status quo in B2B marketing and introduces its own methodology of practicing ABM。 ABM B2B marketing is broken。 ABM （account-based marketing） is the solution。 ABM is B2B by Sangram Vajre and Eric Spett is the book your B2B firm didn't know it needed。 For the longest time， B2B marketing has been monotonous and boring following a one-size-fits-all approach of advertising and counting leads。 But， turns out， less than one percent of all such leads turn into actual customers！ABM is B2B challenges the status quo in B2B marketing and introduces its own methodology of practicing ABM。 ABM is about marketing to a specific audience， to the sort of potential customers you know can benefit from your product and will be interested in working with your firm。 In this book， we examine how regular B2B marketing compares to ABM， analyze the marketing transformation from status-quo to ABM 2。0， and gain practical guidance for adopting an account-centric mindset in your B2B marketing。Its guidelines are practical in many ways: The book uses real world examples to illustrate their ideas; it contains insightful statistics with citations that help drive its points home; it cites references to online resource to expound on the TEAM framework; and at the end， lists a directory of helpful podcast episodes on the subject。All of that sounds amazing。 But， in reality， this book was so hard to read。 So， so， hard。 I'm tempted to give it a zero rating just because of how boring it was。Firstly， the book doesn't even define the terms it uses。 I kept expecting it would at the right time; it didn't， and I was left lost halfway into the book when I decided to look up these terms myself。 I learned more in 10 minutes on the internet than I had in the whole week it took me to get 40 pages into the book。As a business student， I'm well-versed in business-related terminology。 But such terminology is used by different writers with different connotations。 My marketing textbook uses the word 'pipeline' to mean the same thing as 'supply-chain'， but this book used it to mean something more specific and， unfortunately， I'm still unsure what that was – because they never explain！ Even the central subject of the book， 'ABM'， was not effectively defined。 Other terms and acronyms such as 'funnel'， 'C-Suite'， 'CTO' could've really done with definitions。Then， the writing。 In some places， the book really dragged the simple points。 The introduction that was 20 pages long could've easily been explained in less than 5 pages。 While in others， the authors just expected you to understand the context - but I had no idea what they were talking about; for example， the entire section titled 'Strategy eats your tactics for breakfast'， went over my head; I read it thrice over and had no idea what point was being made。 To be fair， there were some areas where they delivered the information very well， such as the sections titled Engaging authentically and Orchestrating Multichannel Campaigns。The writing was not engaging， and it had a one-sided excitement to it; it felt as if the authors were so pleased with their findings that at times， they just came across as know-it-alls， so to speak。 The writing was also not very good at making the more important information stand out。 It could've used bullet points and text formatting to do this， but they didn't。If you're skimming through the book， and you most likely will be if you're a management level employee in the marketing department， you'll miss them。 For example， in the section titled 'TARGET: CREATING YOUR IDEAL CUSTOMER PROFILE'， the steps in creating an ICP are all lumped in paragraphs; I would've missed some important points had I not been reading carefully。 They really could've used a diagram or two here。Another problem I faced with this book was that my PDF copy had no navigation。 I had a hard time grasping the structure of the points the book was making。 Furthermore， I didn't even notice there was a glossary at the end of the book till I reached it！I feel like the authors confused their intentions in writing this book。 The introduction covers topics titled ‘WHY MOST B2B MARKETING SUCKS！’ and ‘The value of marketing is defined by sales’ which are things you would only tell people who do not know how ABM compares with regular marketing， and thus do not know what ABM really is。 The synopsis on Amazon gives the impression that this book will tell you everything you need to know about ABM。 Then， on page 73/200， nearly halfway through the book， the authors say this:"The good news is that unlike a stranger in a strange land， you’re probably starting this adventure with a solid understanding of the fundamentals of account-based marketing。 At least， we’re assuming you are。 If not， there’s an earlier book about ABM that you might want to check out。 "What？！The writers seem like very passionate marketers， they are not very good writers。 Overall， I rate this book 2/4。 I'm reducing one point for how boring it was， and another for failing to tell me early on that I was expected to know the basics of ABM before reading。 The book was professionally edited， and I found no significant errors。 It's hard to recommend this book to anyone since I did not enjoy any of it。 But the book does contain a lot of information， however inefficiently put together， and can benefit a lot of readers。 This book will be useful to people looking for effective marketing solutions。 Just remember to read the glossary！ 。。。more

Catina Martinez ，

Meh。 I have a great deal of respect for both Terminus and Sangram， but this book has very little to say， and is primarily filler and sales pitch。 ABM has evolved exponentially in the past few years。 I'm a little surprised that someone like Sangram would put out a book filled with platitudes and fluff。 Meh。 I have a great deal of respect for both Terminus and Sangram， but this book has very little to say， and is primarily filler and sales pitch。 ABM has evolved exponentially in the past few years。 I'm a little surprised that someone like Sangram would put out a book filled with platitudes and fluff。 。。。more

Daniel Englebretson ，

What makes ABM is B2B different from what you may have heard three years ago at choose-your-tech conference， is that the fabric of this narrative is woven with real stories， real examples， and real results。 The field now has several years of widely varied experience to pull from， and can now say for itself， here is what ABM is and why it matters。 This easily positions ABM is B2B as the visionary’s narrative on “why ABM，” while also demonstrating that Account Based Marketing as it exists today is What makes ABM is B2B different from what you may have heard three years ago at choose-your-tech conference， is that the fabric of this narrative is woven with real stories， real examples， and real results。 The field now has several years of widely varied experience to pull from， and can now say for itself， here is what ABM is and why it matters。 This easily positions ABM is B2B as the visionary’s narrative on “why ABM，” while also demonstrating that Account Based Marketing as it exists today is markedly different from what you may have been doing in the past。ABM is B2B takes Sangram’s personable and relatable communication style， blends it with real-life in-the-trenches stories， and shifts as much focus as possible onto the leading practitioners in the field today。 This book delivers the narrative required to build a common understanding across the business， and it provides the framework that your team needs to establish that coveted common understanding of ABM。 However， despite the excellent coverage that ABM is B2B brings to the subject， it struck me that a practitioner truly new to the concepts of ABM could still greatly benefit from a bridge between the lead generation of old， and today’s ABM narrative。 Enter Sangram’s 2016 book， ABM for Dummies。After reading both books back to back I walk away from the experience thinking about ABM for Dummies as the practitioner’s field guide。 It provides actionable insight into building and executing as you transform your lead generation into ABM。 So much so that， ten years in to my own B2B demand generation journey， I walked away from the book with a nineteen-point action plan。It is with this background that I can unequivocally say: If you are a visionary， read ABM is B2B， if you are a practitioner， read ABM for Dummies。 But， if you want to understand the vision and you are looking for a bridge from the lead generation of old to the ABM of the future， then read both。 The TEAM framework presented in ABM is B2B is easily applied to the practical tips of ABM for Dummies。 Don’t miss out。 。。。more

Reference

google book https://www.google.com/search?tbm=bks&q=ABM is B2B.: Why B2B Marketing and Sales is Broken and How to Fix it

hathitrust digital library https://babel.hathitrust.org/cgi/ls?q1=ABM is B2B.: Why B2B Marketing and Sales is Broken and How to Fix it&field1=ocr&a=srchls&ft=ft&lmt=ft

The British Library https://bll01.primo.exlibrisgroup.com/discovery/search?query=any,contains,ABM is B2B.: Why B2B Marketing and Sales is Broken and How to Fix it&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0