The ABM Effect

The ABM Effect: How to win, retain, and grow valuable clients for market-beating growth

How to win, retain, and grow valuable clients for market-beating growth

Account-Based Marketing (ABM) is more relevant and valuable than ever before. According to the 2022 Global State of Account-Based Marketing study, ABM can lead to a 55% growth in annual account revenues, a 71% expansion in account relationships, and a 34% improvement in reputation inside accounts.
 

The ABM Effect exemplifies why. It reimagines the role of selling and marketing when it comes to strategic clients and provides a guide for creating a win-win scenario for both you and your clients. Written by Momentum's founder, Alisha Lyndon, the book unveils the secrets to winning, retaining, and growing your most valuable accounts.
 

Conventional sales and marketing strategies often recommend casting a wide net in an attempt to establish brand recognition and stimulate demand among a broad audience – thus generating revenue. The ABM Effect challenges the status quo by introducing a more efficient and impactful approach – treating each client as a distinct market in its own right. It is a must-read for sales and marketing leaders looking to outperform their competition.

Learn how to bring sales and marketing teams together to secure, retain, and grow your strategic accounts. Dive into the shifting dynamics of buying cycles and gain insights into what works and what doesn't. The ABM Effect provides a clear framework for effective navigation.

Discover strategies for enabling clients to make purchase decisions on their terms, effectively overcoming buyer caution. Learn how to remove friction from buying processes by aligning your selling and marketing efforts.

Navigate the complexities of buying teams and foster genuine connections. The ABM Effect is all about cultivating trust-based relationships that stand the test of time.

Gain a deep understanding of client buying processes and how to act at the right moment in accounts. Learn the behaviors needed to build trust and leverage client insights to drive growth.

Find out how to sharpen your focus on clients to achieve remarkable growth. The ABM Effect equips you with the knowledge and tools to deliver a tailored value proposition that resonates with your target audience.

  • Lyndon has written a must-read for anyone looking to grow strategic accounts… Read this book and learn from years in the trenches.

    Paul Wooding

    Regional VP, Cloudera

  • Put simply, Momentum ITSMA's team and process drive incredible impact.

    Eric Visser

    Head of Ecosystem Sourcing Services, Accenture

  • Customer trust is hard won, and easily lost. Having worked firsthand with Momentum ITSMA, Alisha knows what it takes to build trust, reputation, and relationships with key accounts. This approach works.

    Nina Gmachl-Eshuis

    Vice President, Salesforce

  • Account teams and marketing teams need to work so much harder now to win revenue and gain customer trust. Given Momentum ITSMA's practice, experience, and role in pioneering ABM, this book is an essential guide for sales and marketing teams looking to grow revenue.

    Matt Woodford

    Business Lead, Accenture

  • I’ve been in the industry my entire career and have found a great source of learning from our work together.

    Martin Zimmer

    Sales Leader, Snowflake

  • As one of the world’s leading consultants focused upon the rarefied world of enterprise-scale procurement decision-making, Momentum ITSMA has a unique perspective on this complex and increasingly business-critical, decision-making environment.

    Tim Birt

    Partner, Osbourne Clarke

  • This book should be required reading for all sales and marketing leaders in the enterprise.

     

    Jason Finbow

    Sales Director, ServiceNow

  • Lyndon has created a masterclass on how to orchestrate internally and, importantly, how to collaborate with your customer to win deals and create long-term partnerships.

    Keith Pranghofer

    Director of Marketing, ISV Partnerships, Microsoft

  • Helping companies get closer to customers and navigate complex buying cycles has been a personal mission for the decade plus I’ve worked with Momentum ITSMA.

    Emilia Maier

    Marketing Leader, Infor

The ABM Effect

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