#FlipMyFunnel Austin - Joe Chernov - ABM Content Marketing "On The Go"

Instant observations1

@jchernov

@jchernov

@jchernov

@jchernov

Why ABM, why now2

Content … it’s been around forever

… just like ABM

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Difference = Cost + Scale

=

Inbound is a tail strategy

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Outbound is just chasing the dragon

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Grossly Oversimplified Visuals to Follow

Trigger Warning

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What we’re doing3

@jchernov

@jchernov

@jchernov

The first letter in datais anecdote

@jchernov

What we’re measuring4

Metric 1: MQA Volume

Metric 2: Pipeline from MQA Cohort

Metric 3: Win Rate from MQA Cohort

MQA v. Warm v. Cold: Win Rate & Sales Cycle