Insights
 

Account-level ABM tells you an account is active. It rarely tells you WHO is ready, WHO is blocking the deal, and HOW each stakeholder wants to make a decision. Same account: Different people > Different paths > Different communication. We’ll break down how to: 1. How to find the real buyers behind an account score 2. How to adapt ABM campaigns to different decision-making styles 3. How to build a contact-level ABM workflow for high-value accounts

ABFM (Account-Based Field Marketing) is a B2B revenue approach where marketers host tailored experiences — executive dinners, regional workshops, and happy hours- designed around specific target accounts. Not mass events. Not spray-and-pray sponsorships. Targeted, signal-driven, revenue-connected. Here’s how to run ABFM properly, using 6Sense, HubSpot, Marketo, Reachdesk, Salesforce, and Revvy AI as your stack. Six plays, sequenced. Do them in order the first time, cherry-p

Most marketing teams have a strategy doc. They wrote it during a planning offsite. It lives in a Google Drive folder nobody has opened since Q1. Then AI arrived, and the problem doubled. Now we don't just do random acts of marketing, we do them faster. We generate more content, launch more campaigns, and produce more deliverables. But the strategic filter is still missing. The fix isn't another doc. It's a system that holds your strategy and routes it into every piece of

Most B2B Revenue teams still measure outputs: clicks, opens, downloads, and 87% of organisations report those signals are unreliable, with only 26% of so-called 'intent' converting to a qualified opportunity (DemandScience, 2026). The fix isn't more activity. It's designing around how buyers actually decide. I built this Outcome-led ABM framework in Claude using a simple, intentional stack: six steps, one tool layer per step, and a single principle running through all of i

Most Revenue teams are running ABM in the wrong direction. They build a target list of “perfect-fit” logos, hand it to SDRs, fire up sequences, and wait. Three months later they’re staring at single-digit reply rates, a sales team that’s lost faith, and a CMO trying to defend the spend at QBR. The accounts on those lists aren’t bad. They’re just cold. They have zero awareness. No mental availability. No reason to take the meeting.

The 6-Step Social Selling System: From Signal to Revenue Here’s the complete system, step by step. Each step builds on the last. Set it up once, refine weekly, and let it compound.