Most ABM programs stop at the account. Marketing runs ads to a company, an intent score goes up, and sales gets a list of accounts to call with no names attached.

This series covers how to run marketing and outbound at the contact level instead, and how to score the people inside an account so sales knows who to reach first.

We’ll cover:
•How contact-based marketing works and how it differs from account-based
•Running ads and outbound to the same people
•Building a scoring model to replace 6QAs
•What marketing should send to sales and whenHow to make the case internally, with a downloadable deck to help