Getting Started with Pursuit Marketing

Using ABM to win strategic deals

In this course, we’ll explore a very specific application of ABM: to win a deal.

We’ll start by discussing the context in which Pursuit Marketing is usually applied, the stages of a large deal, and what it takes to win these deals. Then we’ll explore the four key stages you’ll need to work through, from knowing your audience and understanding your competitors, through shaping your win themes to communicating through the bid.

Course type:

On-demand (e-learning platform)

Level:

Intermediate

Length:

1 hour

CURRENCY:

£99

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Save with a bundle price

$125

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Save with a bundle price

“The course didn’t feel like ‘theory’ - it was real life examples and learning that I can actually use in my role.”

Laura Lidster

Head of Account-Based Experience, Sana Commerce.

Learning objectives

By the end of this course, you’ll be able to:

Communicate the business context in which Pursuit Marketing is usually applied.
Understand the typical deal stages in a strategic pursuit.
Understand, where and how marketing can play a role.
Understand how to qualify pursuits and select the deals best suited for marketing support.

Course contents

Module 1 What Pursuit Marketing is, how companies use it today.
Module 2 A real-world example demonstrating how one company used Pursuit Marketing to win a major contract.
Module 3 The typical stages of a large deal, where and how marketing can make a difference working with sales.
Module 4 Qualifying pursuits for marketing support and what makes a great pursuit marketer.

Course leaders

Dorothea Gosling Dorothea is an Executive Consultant with Inflexion Group, leading our Technology Practice focused on AI and marketing technology in ABM as well as Pursuit Marketing.

Course materials

This course comprises self-paced interactive online learning modules, including video content. Additional materials are provided as PDF downloads.

Certificates earned

On completing this course, you’ll receive a Credly digital badge certifying your achievement, which you can add to your CV and share publicly.

Any Questions?

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Enrol in: Getting Started with Pursuit Marketing

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ABM Academy^TM Booking Terms & Conditions

All ABM Academy^TM courses are run by Inflexion Group, sometimes in conjunction with partners. The course contents and fees are described for each course on the ABM Academy^TM section of the Inflexion Group website.

A place on the course will only be confirmed once payment has been received, either by paying through Stripe or, if a master services agreement is already in place between your organisation and Inflexion Group Ltd, against our invoice where the standard payment terms from the master services agreement will apply.

Once your place on the course has been confirmed, you will be sent joining instructions including, where appropriate, unique codes that enable you to access on-demand training.

We will be sharing material on the course that is copyright to Inflexion Group and will be clearly marked as such. Some material will be distributed in PDF format after the course and will be also marked with an appropriate copyright.

As a delegate on the course, you are entitled to use the material for your own personal use, but it must not be copied, distributed or stored in a corporate repository without prior written permission.

If you are unable to attend the course, you may substitute a delegate from the same company, but if no-one is able to take the place, no refund will be given.

Inflexion Group reserves the right to cancel a course for any reason, in which case a full refund or credit for a future course will be given for any delegate booked on the course.

Inflexion Group reserves the right to cancel a course place for any delegate, without giving reason, in which case a full refund for the booked course will be given.

If you have any queries related to these terms and conditions, please contact me: colin@inflexiongroup.com.

Colin Nunn
Finance and Operations Director
Inflexion Group Ltd