This episode is an interesting one folks! Listen in and hear Xander, Crissy, and Charlie debate on the best way to operationalize account stages for ABM.

Defining the stages for a person funnel is easy. We have that nailed down. But nailing down the BEST way to handle account stages is still a new area where we are evolving our thinking on how to advise on the best way to set it up for most organizations. To date its been more bespoke based on the client and their goals.

During our debate, we tackle everything from what the account stages SHOULD be, how your person funnel can play a role in setting them up, why ABM tool stages are not the same as account stages, and what metrics your leadership actually wants to see and how the account stages and potential account status or tier can help support that as well.

So tune in for an episode and see us battle-test our thoughts and see if it might change the way you think on account stages as well!

Do you have a marketing ops question you’d like answered? Reach out to us at rga@cs2marketing.com.

Key Takeaways:

- Successful revenue growth starts with having a laser focus on a finite number of target accounts.

- Maintain visibility in the account journey. Operations teams can benefit from defining and tracking account stages—from initial marketing engagement all the way to sales conversion and beyond.

- Fine-tune your marketing tactics based on the lifecycle stage of an account, especially when dealing with closed-loss opportunities.

- Automate updates to account stages to ensure your team stays focused on meaningful engagement rather than getting bogged down with manual updates.

Jump into the conversation:

[00:07:53] Agreement with enterprise assessment, tiering accounts discussion.

[00:11:12] ABM strategy focuses on targeted account plans.

[00:22:11] Sales teams need to prioritize and automate.

[00:34:59] Marketing leadership must prioritize account-level data for effective targeting.

[00:38:09] It’s critical to define key buying team for sales.