In this episode of the Clientside Podcast Andrew Armitage talks to fellow agency owner Joe Birkedale about ABM in inbound marketing.

Joe explains what ABM is, he highlights how it isn't a new concept and gives some examples of how it has been used by reps previously. He explains how it can be implemented for both new and existing customers.

We discuss the three key phases of ABM and how using this more targeted approach seeks to connect with the decision making unit as a whole and not just connect with an individual who may ultimately not have the authority to place an order.