Unify demand and ABM around buying groups and shared outcomes. Measure acceptance, progression, and named‑account pipeline.
In 2025 ABM, what replaces single‑lead thinking for qualification?
Buying‑group based MQAs
Any MQL over a score threshold
Single contact titles only
Form fill count
Which data pair most reliably signals account readiness for outreach?
Firmographic fit + intent surges from multiple members
A single anonymous visit
A cold list upload
One webinar attendee
To align demand and ABM, what’s a recommended process artifact with sales?
A joint account plan with shared stage definitions and SLAs
Weekly ad hoc emails
A marketing‑only nurture map
Unscored spreadsheets
Which KPI pair best measures alignment quality between demand and ABM?
Followers and likes
Accepted MQAs to Opportunities and stage‑to‑stage conversion
Email CTR and impressions
Total MQL volume
For mid‑market ABM, which motion is most scalable while staying targeted?
Spray‑and‑pray demand gen
Programmatic ABM with segment‑level personalization
Events only
One‑to‑one only for all accounts
Which attribution approach avoids last‑click bias for ABM plays?
First‑touch only
Last‑touch only
View‑through only
Multi‑touch attribution with opportunity‑based weighting
What is a prudent guardrail for intent‑based ads into ABM segments?
Unlimited frequency
Frequency caps and buying‑stage messaging
Generic creative only
No negative lists
Which enablement asset most helps SDRs convert MQAs to meetings?
Buying‑group talk tracks mapped to triggers and objections
Generic product brochure
Pricing sheet only
An unfiltered analyst report
Which health metric indicates ABM and demand gen are integrated, not siloed?
Pipeline sourced + influenced from named accounts trending up
Blog views from all traffic
Brand search volume only
Organic impressions only
What’s a realistic expectation for ABM velocity compared to broad demand?
Fewer opportunities but higher win rates and ASP
Identical volumes with identical ASP
Faster wins with no pre‑work
Many more opportunities at the same quality
Starter
You get the idea—strengthen shared definitions, SLAs, and buying‑group coverage.
Solid
Nice work—refine account selection, messaging by stage, and SDR talk tracks.
Expert!
Revenue partner—your demand and ABM motions compound high‑quality pipeline.
