HII’m Keenan
@keenan
CEO Author
Being the smartest person in the room!
Winning in ABM means .
. .
The ACCAnterior Cingulate
CortexConflict Monitoring
YOU NEED INFORMATIONthat
DisruptsProvokesConflicts
Challenges
Product
Company
5 Layers of Teaching
InformationProcess
es
What’s
How’s
How’sProblem
sWhy’s
Why’s Impact
PLAY IN THE OUTER RINGS
RESEARCH THE RESEARCHScholarly Articles
CREATE/COLLECTTHE DATA
Survey’sDocument Best PracticesDo The Business Analysis
EDUCATION CZAR
BUILD A TEACHING ORGANIZATION
Not a Selling Organization
BEFORE
X Knowledge
Product Knowledge
CREATE A COMPANY KNOWLEDGE LIBRARY
Impact Process
Problem
BUILD THE SALES TEAM’S• Process Knowledge
• Problem Knowledge
• Impact Knowledge
Arm Them With The DATA
THE ICP IS IN THE CENTER!
Then
DisruptProvoke
ChallengeConflict
5 Key Metrics to Account
Based Marketing
Why The ABM Metrics Your
Using Are Wrong
2016 Guide to ABM
2016 ABM Implementati
on GuideWhy Companies Fail and How to
Do It Right
Process Problem and Process
7 Reasons Why Sales And
Marketing Need to Get a Grip on
Account Based Marketing
Impact
Tell
Teach
[RESEARCH]The Nero-Science
Behind Engagement
Marketing and Why Your
Company is Missing The Mark
The ACCAnterior Cingulate
CortexConflict Monitoring
Trigger the ACC
BE THE SMARTEST CAT IN THE ROOM
THANK YOU!
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