This training introduces the ABM method invented by IBM, Salesforce, Engagio to sell to corporates and develop lasting partnerships. ABM is not just for big companies and can easily be practiced by startups and innovative SMEs to secure their first pilots and to upscale faster, by winning large deals from named accounts.

This 4h training session packed with activities is delivered by a Trainer with 25 years experience as a Key Account Director. She discovered and practiced ABM, whilst working for an SME, to win and keep corporate accounts such as Analog Devices, Apple, Arup Water, Nokia, Severn Trent, Texas Instrument and has coached more than 70 SME leadership teams to practice it since 2015.

Contents: ABM principles Setting ABM objectives B2B segmentation Decision making, decision maker’s, target personas and understanding needs Relationship building Building the business case, quantifying your value ABM funnel & process Ideal deal and red flags and pipeline building Team structure, collaboration, roles and skills development ABM systems for SMEs and growth hack tools Reporting, ROI and KPIs Dinami coaching case studies, tools, canvas are included in the coaching series to orchestrate activities which means you can get started during the session as well as immediately afterwards.

Training duration 4 hours followed by 3 days (24 hours) of ABM coaching to help you practice the principles. The coaching hours can be used within 3 month of the training being delivered.