Worksheets

1 2 3 Target Account Scoring & Sales Prioritization STRATEGIC WORKSHOP A critical step is bringing stakeholders together to define the framework for ABM. These would be stakeholders from Sales and Marketing (and sometimes Corporate Communications and Creative types). • Create the Target Account Profile • Define the Target Account Scoring Model • Define the Target Routing/Assignment Process • Create Target Account Specific Marketing Programs SELECTING THE RIGHT ABM SOLUTION • What are your specific needs? - I need to identify, score and prioritize target account leads to sales - I need to warm up cold target account leads? • Where in the maturity model are you? • What are your current MA and CRM? Do they have a native integration or will custom development be required? • Sample Vendor Comparison based on need (I need to identify, score and prioritize target account leads to sales; I need to warm up cold target account leads - what should I consider? IMPLEMENTATION PROJECT PLAN Due to the nature of an ABM implementation, project management during the implementation phase is mandatory for success. Target Account Scoring & Sales Prioritization Target Account Identification & CRM Integration PHASES Preparing to implement Account Based Marketing (ABM) in your organization requires several steps. This checklist will help you organize and complete the various tasks associated with each step in the process. © 2018. DemandGen® International, Inc. All Rights Reserved. How to Prepare for an ABM Implementation?

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