For the past few months, an inappropriate element persisted in John's ABM strategy, leading him
to compromise his prospecting reputation. That's when John knew, "If the answer has consistently
been 'No' for an extended period, it's a clear sign that something needs to change." But, what
is it? How to resolve this issue? - John asked himself.
Meet John, a seasoned B2B marketer faced with a new challenge. His old prospecting methods were
falling short in the modern ABM landscape. He needed a fresh approach to navigate this
ever-changing terrain successfully. Companies were no longer just entities; they were complex
webs of decision-makers, influencers, and stakeholders. John realized that to thrive in this
evolving ABM environment, he had to connect with the right people within his target
organizations.
Actionable Org Charts Came As a Blessing
With pressure mounting every day, he came to know about actionable org charts of the companies.
He saw that this wasn't a typical org chart with static names and titles of the prospective
accounts. Rather, it was a dynamic tool that could help him visualize and understand the
intricate web of roles and relationships within target organizations. John trusted them for:
- Identifying key decision-makers & influencers
- Understanding the overall organizational structure
- Exploring the entire decision-making process
- Finding multiple sales channels with organizations
- Unveiling strategic and functional buying goals
- Discovering upselling and cross-selling opportunities
Finally, John Understood:
The ABM landscape has undergone a profound transformation, becoming a dynamic and people-centric
environment. And, his journey through this landscape is a testament to the power of the
actionable org chart. It was a powerful tool, helping him navigate the intricate corporate
hierarchies and establish valuable relationships with influencers. Today, John's ABM strategy is
much more personalized and requirement-specific because of actionable org charts. As a result,
he observes higher conversion rates, deal closures, and ROI in the organization.