We recently helped one of our clients close their swiftest expansion wins
It was surprisingly quick even by ABM standards, so sharing with my favorite folks at substacks
Yes, we have taken consent from them before publishing this don’t worry
Feel free to take notes ;)
So Company W has been our client for almost an year now
They realized that Company ABC, their client would be great expansion potential
And decided to use ABM to enable this.
Key signals that helped us recognize the expansion potential?
What more could they want?
They already had a great relationship with the decision makers, so the next steps were easy
with the Point of Contact (POC) and asked if they thought their extended teams might also find success with their services
They talked about the benefits this would unlock for their team as well if it went through, thereby incentivizing ABC team enough to become W’s champion
W got introduced to ABC’s CMO and heads of other verticals through the POC
because they knew the account well; they made customized plans that best suited their needs
Offering only specific features that would benefit them, and not activating ones that were unnecessary; helped them make the proposal more lucrative for them
Throughout discussions, they ran personalized ads for the appropriate roles to further entice them
As usual, this really helped W alleviate pain points through multiple channels, accelerating the committee’s decision-making process
The email nurtures were also another channel we activated to ensure they stayed Top Of Mind,
were initiated by the sales team to address any concerns. Emails and calls were activated whenever the account seemed to show less activity
It is important to point out, the follow-ups were more from an objective of relationship building than closing. Because that’s what matters in ABM of course!
Yes you read that right. Within 18 days they got verbal confirmation that ABC was ready to go ahead with the proposal
Sure there were some ironing out of details and fine-tuning left, but the account was 100% ready for expansion.
And that my friends, is one more example of how ABM helps you make more money
See you all next week on the next newsletter. Don’t forget to share with fellow ABMers too.
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