Going from MQLs to ABM at Scale

Most marketers started ABM with a combination of spreadsheets, stitched-together systems and processes, and soul-searching conversations with sales. But the real power of ABM lies in automation, alignment, and scale.

In this session, Jordan Linford will describe why Impartner shifted from MQLs to account-based funnel tracking, their journey from a homegrown ABM stack to 6sense, and what flawless sales and marketing alignment looks like. You’ll learn how to drive sales adoption of 6sense to 100%, how to integrate dashboards that matter, and the results you can achieve with ABM that fires on all cylinders at scale.



 

Previous Video
MakingSense of Lead Generation
MakingSense of Lead Generation

Still relying on lead-based marketing and MQLS? That's old news. In this episode of MakingSense, we'll disc...

Next Article
CMO Confessions #1: Who Cares About MQLs? as seen on ClickZ
CMO Confessions #1: Who Cares About MQLs? as seen on ClickZ

In her first of three confessions, 6sense's Chief Market Officer, Latane Conant tells us why she doesn't ca...