25th Edition (Published on Jan 27)

Editor's Notes:
As we enter 2025, leading companies are breaking down silos and fostering stronger alignment across sales, marketing, and customer success. Central to this shift is the rise of RevOps and GTM Ops roles, emphasizing on ensuring teams align around a unified go-to-market strategy. According to Gartner, 75% of high-growth companies will adopt a RevOps model by 2025, with smaller organizations quickly catching on.
ABM is transforming from a sales-marketing alignment approach into a cornerstone of broader GTM strategies that unify revenue teams. Organizations are increasingly grouping Account-Based Sales (ABS) under the GTM umbrella, where ABM and GTM share significant overlap. With RevOps/GTM Ops leaders tackling operational complexities, integrating ABM into GTM strategies is essential.
ABM 1.0: Focused on aligning marketing with sales to target key accounts.
ABM 2.0: A scalable, data-driven approach leveraging AI and a Center of Excellence (CoE) model closely tied to RevOps and GTM teams, and extending into sales development teams, fostering a more unified, allbound strategy. This model is gaining traction across companies we work with.
This week’s newsletter shares insights from industry trailblazers leading the charge on ABM 2.0 and its integration into GTM strategies, as well as the latest tool advancements to keep you ahead of the curve.
Must-Know Industry News of This Week
ZoomInfo’s Copilot Winter Update: Real-Time Decision-Maker Site Visit Alerts
ZoomInfo’s AI-powered Copilot now features WebSight Buyer ID, which identifies high-value decision-makers visiting your website - down to their name and title. This game-changing feature leverages advanced data mapping to provide real-time alerts while maintaining compliance with U.S. privacy laws, empowering GTM teams to act swiftly with tailored outreach. Additionally, it now can analyze CRM opportunity data to identify the most relevant intent signals based on closed-won deals. Try ZoomInfo's Copilot Winter Update now
Why We Love This:
WebSight Buyer ID: Because it eliminates the guesswork of identifying key decision-makers among anonymous web traffic, enabling faster and more personalized outreach.
Guided Intent: By analyzing CRM data from closed-won deals, it pinpoints the most valuable intent signals, addressing the common challenge of signal overload for GTM teams.
Madison Logic’s ML SmartReach for AI-Powered Personalization
Madison Logic introduced ML SmartReach, a solution designed to help teams craft personalized conversations based on in-market signals. With tailored email templates, call scripts, and voicemail scripts, SmartReach ensures consistent and relevant outreach across outbound touchpoints, enhancing both lead engagement and the marketing-to-sales handoff.
Why We Love This:
Enhanced Marketing/Sales Lead Handoff: It empowers sales teams with more actionable marketing insights, making initial outreach more meaningful and aligned with the prospect’s engagement history.
ABM / ABX Insights from Industry Icons
6Sense RevHeads Predict: What’s to Come in B2B GTM in 2025
Personalization and AI will take center stage in 2025 GTM strategies. The most effective GTM leaders will adapt to evolving buyer behaviors, balance AI efficiency with authentic storytelling, and drive change with empathy. AI will shift from merely creating content to acting as a collaborator that drives data insights and elevates content quality.
Additionally, allbound strategies blending inbound and outbound approaches will redefine ABM and GTM alignment. A strong brand identity remains crucial for initiating the sales process.
Our Take: "It’s clear that leaders who master both AI and authentic, human-centric engagement will be the ones driving real growth. We’re seeing firsthand how the most forward-thinking teams are blending these approaches to create meaningful connections with their audiences through expert-driven blogs and authentic, non-salesy content – a trend that excelled in 2024 and will continue in 2025.”
Top Tools & Resources for ABM Champions
Salesforce’s GTM Playbook: Driving ABM Success This on-demand webinar reveals how Salesforce transitioned to a highly targeted ABM strategy, leveraging AI and multi-channel campaigns. View the session.
RevOps Leadership as a Strategic Asset RevGenius CEO Jared Robin and Fullcast CMO Amy Cook emphasize the need for CEOs to leverage RevOps leaders strategically in this webinar. Learn more here.
Actionable Sparks of This Week
Authentic, founder-led content: Real stories and insights from leadership resonate deeply with audiences.
Advanced, expert produced thought leadership: Deliver in-depth content that goes beyond the basics to capture reader interest.
What Else We’re Reading?
Elevating Account-Based GTM with Revenue Intelligence
This episode of OnBase features Udi Ledergor discussing the transformative power of revenue intelligence in account-based GTM strategies:
AI-driven tools like Gong automate updates and deliver real-time insights.
Sales reps who mirror a buyer’s language can build better rapport, improving win rates by up to 8%.
Upcoming Events We’re Attending
2025 GTM Trends: What the Best-in-Class Are Doing Differently
Jan 28, 12:00 PM PST
Unlock Limitless Sales with Salesforce’s Agentforce
Feb 5, 2025, 9 AM PT
#B2BMX West 2025, happening in February, offers actionable strategies for mastering video content and engaging key accounts. Register for #B2BMX West 2025: Here
More Insights and Tips Like This?
Subscribe to our Weekly Newsletter or follow us on LinkedIn to get the latest insights on industry trends, tips, and useful resources on ABX. Thank you for reading the Weekly ABM/ABX Insights Newsletter! I’d love your feedback, ideas and tips: info@nextgenabm.io.
NextGenABM is a consulting and solution firm aiming transforms B2B marketing and sales strategies with ROI driven pipeline results through account-centric pipeline marketing. Looking to start your ABM journey or need help with your current program? Let's talk.
Comments