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Account Based Marketing Online in Virtual Selling Revolution, Mastering Remote Communications and Closing Deals Online

Account Based Marketing Online in Virtual Selling Revolution, Mastering Remote Communications and Closing Deals Online

$201.00
How you learn:
Self-paced • Lifetime updates
Toolkit Included:
Includes a practical, ready-to-use toolkit containing implementation templates, worksheets, checklists, and decision-support materials used to accelerate real-world application and reduce setup time.
When you get access:
Course access is prepared after purchase and delivered via email
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What does the Account Based Marketing Online in Virtual Selling Revolution course cover?

Account Based Marketing Online in Virtual Selling Revolution is covered here in 7 modules: Strategic Account Selection and Tiering, Orchestrating Multi-Channel Engagement Campaigns, Virtual Selling Playbook Development and 4 more. The outline lists 42 specific topics, opening with determine account eligibility criteria based on firmographic, technographic, and intent data from third-party providers like ZoomInfo or 6sense.

How do you approach Account Based Marketing Online in Virtual Selling Revolution step by step?

The work is sequenced in 7 stages. It starts with Strategic Account Selection and Tiering, moves through Orchestrating Multi-Channel Engagement Campaigns and Virtual Selling Playbook Development, and ends at Scaling and Sustaining ABM Operations. Each stage carries its own topic list, so the sequence is followed rather than summarised.

What is in Module 1 of the Account Based Marketing Online in Virtual Selling Revolution course?

Module 1 is Strategic Account Selection and Tiering. It works through determine account eligibility criteria based on firmographic, technographic, and intent data from third-party providers like ZoomInfo or 6sense., align account lists with sales capacity by calculating territory load and ensuring realistic engagement targets per sales representative., establish cross-functional alignment sessions between marketing and sales to validate target account名单 and resolve discrepancies.

How is the Account Based Marketing Online in Virtual Selling Revolution course delivered?

The Account Based Marketing Online in Virtual Selling Revolution course is fully self-paced with immediate online access after enrolment. Access does not expire and future updates are included at no cost. It can be taken on any device, and a certificate of completion is issued by The Art of Service when you finish.

How much does the Account Based Marketing Online in Virtual Selling Revolution course cost?

The Account Based Marketing Online in Virtual Selling Revolution course is $201 as a one time payment. There is no subscription, no per seat licence and no hidden fee. Enrolment carries a 30 day satisfied or refunded guarantee, so it can be assessed in full before you commit.

Closely related courses: Virtual Selling in Virtual Selling Revolution, Mastering, Commerce Strategies in Virtual Selling Revolution, Online Sales Skills in Virtual Selling Revolution, Online CRM Systems in Virtual Selling Revolution.

More answers: what you get with every course, refund policy, all help answers.

This curriculum spans the design and execution of a full-cycle account based marketing program, comparable in scope to a multi-workshop operational rollout or an internal capability build for remote-first revenue teams.

Module 1: Strategic Account Selection and Tiering

  • Determine account eligibility criteria based on firmographic, technographic, and intent data from third-party providers like ZoomInfo or 6sense.
  • Align account lists with sales capacity by calculating territory load and ensuring realistic engagement targets per sales representative.
  • Establish cross-functional alignment sessions between marketing and sales to validate target account名单 and resolve discrepancies in prioritization.
  • Implement dynamic tiering models that adjust account priority based on engagement velocity and buying stage progression.
  • Integrate account health scoring that combines CRM activity, website behavior, and email engagement to flag accounts for re-engagement or escalation.
  • Design escalation protocols for accounts moving from marketing-qualified to sales-accepted status, including SLA thresholds and handoff documentation.

Module 2: Orchestrating Multi-Channel Engagement Campaigns

  • Map channel mix (email, social, display, direct mail) by account segment based on historical conversion performance and buyer role preferences.
  • Sequence digital touchpoints using time-delay logic to avoid channel fatigue while maintaining top-of-mind awareness across 6–12 week cycles.
  • Customize video outreach at scale using personalized dynamic fields in platforms like Vidyard or BombBomb, linked to CRM data.
  • Deploy retargeting pixels on high-value accounts with geo-fenced display ads when key stakeholders visit pricing or product pages.
  • Coordinate executive engagement by scripting C-suite level LinkedIn InMails and scheduling virtual roundtables with customer success leaders.
  • Track cross-channel attribution using UTM parameters and Salesforce campaign influence to assess contribution by channel and content type.

Module 3: Virtual Selling Playbook Development

  • Design standardized virtual meeting agendas that align with buyer journey stages, from discovery to technical deep dive.
  • Equip sales teams with battle cards that include competitive differentiators, common objections, and rebuttals tailored to specific verticals.
  • Implement screen-sharing protocols that enforce data security and compliance with corporate IP policies during live demos.
  • Embed interactive tools such as ROI calculators or configurators into virtual presentations to increase engagement and capture usage data.
  • Train sellers on managing virtual group meetings with multiple stakeholders, including breakout roles and screen control handoffs.
  • Define escalation paths for technical issues during live demos, including backup connection methods and pre-recorded fallback content.

Module 4: Technology Stack Integration and Data Governance

  • Map data flow between CRM, marketing automation, and ABM platform to ensure bidirectional sync of engagement and account status.
  • Configure deduplication rules across systems to prevent conflicting outreach from marketing and sales teams.
  • Implement data hygiene routines to correct job title changes, role shifts, and contact inactivity on a monthly cadence.
  • Select identity resolution tools to unify anonymous web traffic with known account records using IP and cookie matching.
  • Establish access controls for account-level data based on regional and product-line responsibilities within sales teams.
  • Document API usage limits and error handling procedures for integrations between webinar platforms and CRM systems.

Module 5: Personalization at Scale Using Intent and Behavioral Data

  • Trigger dynamic email content based on real-time intent signals from Bombora or G2, such as category research surges.
  • Customize landing pages for target accounts using IP recognition and pre-fill forms with known contact data.
  • Adjust ad creative based on content consumption patterns, such as whitepaper downloads or video views.
  • Develop tiered nurture streams that respond to inactivity, re-engaging dormant accounts with new value propositions.
  • Use predictive lead scoring models to prioritize outreach to individuals showing active buying behavior.
  • Monitor personalization fatigue by tracking unsubscribe and complaint rates across segmented campaigns.

Module 6: Measuring Performance and Attribution Models

  • Define account-level KPIs such as engagement duration, stakeholder coverage, and progression velocity through buying stages.
  • Compare linear vs. time-decay vs. U-shaped attribution models to allocate credit across touchpoints for pipeline influence.
  • Calculate cost per engaged account (CPEA) to evaluate efficiency of channel spend across digital and human-led efforts.
  • Conduct win/loss analysis to correlate engagement patterns with conversion outcomes and refine targeting criteria.
  • Report on multi-touch influence in Salesforce using campaign hierarchy and opportunity contact roles.
  • Align marketing-sourced vs. marketing-influenced revenue definitions with finance and sales leadership to ensure reporting consistency.

Module 7: Scaling and Sustaining ABM Operations

  • Develop playbooks for onboarding new sales reps into existing account campaigns with standardized outreach sequences.
  • Implement quarterly account review processes to refresh messaging, adjust tiering, and rotate content assets.
  • Standardize naming conventions and campaign structures across regions to enable centralized reporting and analysis.
  • Create escalation workflows for misaligned account ownership between marketing zones and sales territories.
  • Establish a content refresh calendar to retire underperforming assets and introduce new formats like interactive assessments.
  • Conduct operational audits to assess platform utilization, data accuracy, and compliance with engagement SLAs.
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