The book reveals inefficiencies in B2B marketing and sales strategies and suggests account-based marketing (ABM) as an efficient solution. With the TEAM framework, companies can build customer loyalty and for tech entrepreneurs with a sales focus, this concept is paramount.
The book addresses the problem of ineffective B2B marketing and sales strategies that focus on a one-size-fits-all approach and neglect the fact that less than 1% of all leads become customers. The solution is account-based marketing (ABM), a targeted approach that focuses on key accounts instead of individual leads, thus improving efficiency and is specified by the authors through the TEAM framework (Target, Engage, Activate, Measure). If implemented, this solution leads to a changed marketing and sales approach aimed at building customer relationships over the long term and improving customer loyalty, which is particularly important for tech entrepreneurs with a sales focus.
.svg)
