Prioritising Accounts for ABM

Taking an objective, data-led approach to investment decisions

In this course, we’ll look at the importance of selecting the right accounts for ABM investment in the context of a wider account-based growth strategy.

We’ll introduce a three-step data-led prioritisation process, including the use of a proven decision support tool that can be used in collaboration with the business to generate a priority list of accounts agreed by all teams.

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

"This is a more objective way to do account selection, creating a single source of truth about our clients."

ABM-er

Global Technology Services Firm

Learning objectives

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

Describe the importance of using an objective and systematic way of prioritising both existing customers and new targets for investment.
Explain current approaches to account prioritisation.
Analyse accounts based on their attractiveness to your business and your relative business strength.
Differentiate accounts for investment based on their readiness for ABM.

Course contents

Module 1 The importance of data-led account prioritisation.
Module 2 Current approaches to account selection for ABM.
Module 3 Using a decision support tool to prioritise accounts.
Module 4 Building an ABM readiness checklist.

Your instructor

Bev Burgess Chief Executive of Inflexion Group and author of Account-Based Marketing: The definitive handbook for B2B Marketers.

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: Prioritising Accounts for ABM

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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