Account Based Marketing

The Operating model for getting to the top

  • Build a healthy pipeline
  • Activate Your Target Accounts
  • Assume Market Leadership

 What Is Account Based Marketing?

What is ABM – and Why It Works for High-Value B2B Solutions

Account-Based Marketing isn’t a campaign — it’s a strategic go-to-market operating model for engaging the right accounts, aligning across functions, and driving growth through personalized, high-impact outreach.

ABM creates deep alignment between marketing, sales, and leadership, centered around:

  • Targeting high-fit accounts, not the masses

  • Engaging entire buying committees

  • Personalizing content and outreach based on business value

  • Focusing on outcomes, not features

In complex B2B selling — where transformation is the product — ABM becomes your growth engine.

 Gain Traction & Momentum

Activate Your Target Accounts

⚖️ ABM vs. Performance Marketing – It’s Not Even Close

Read The Blog Article

🔗 ABM + Trusted Advisor Selling: An Unbeatable Combination

 

ABM gets you in the door.

Trusted Advisor Selling turns that conversation into a closed deal.

Together, they drive every phase of the complex B2B buying journey

Phase ABM Role Trusted Advisor Selling Role
Identify & Prioritize Target accounts with intent + strategic fit Prepare hypotheses around value impact
Engage & Educate Deliver personalized insights to trigger curiosity Lead discovery to uncover strategic pain and business drivers
Align Stakeholders Influence multiple personas with tailored messaging Build champions and align business case across decision-makers
Build Vision & ROI Share case studies, tools, and success frameworks Co-create transformation roadmap and ROI model
Close & Expand Reinforce trust, enable post-sale ABM Execute decision process, drive consensus, avoid price battles

📌 This is how you close big, complex deals – faster, with greater win rates, and with full buying committee alignment.

Why Account Based Marketing Works

ABM paired with Trusted Advisor Selling helps you:

✅ Reach strategic accounts that don’t respond to performance marketing


✅ Build internal consensus across stakeholders


✅ Create decision momentum and urgency


✅ Control the narrative before your competitors do


✅ Guide the buyer toward a better future — not just another vendor evaluation

“Help your champion to transform the company to a higher value level and keep the distractions at bay”.

ABM is a GTM Operating Model – Not Just a Marketing Tactic

Most teams run ABM like a project. At Grubenlicht, we turn it into the foundation of your entire growth system.

 Here’s what that means:

  • Cross-functional pods per strategic account

  • Shared KPIs across sales and marketing

  • Stage-aware content that accelerates decisions

  • Real-time signals to trigger smart outreach

  • Sales enablement built around real stakeholder challenges

a screenshot of a Performance Assessment

👤 Who is Account Based Marketing For?

  • Growth-driven B2B teams selling high-value, complex solutions with long sales cycles

  • Sales and marketing leaders who need full alignment to win strategic accounts

  • Founders and GTM owners looking to move upmarket and close lighthouse clients with confidence

If You’re Selling Change — ABM is Not Optional

  • If your deals…

    • Involve executive stakeholders

    • Require behavior or process change

    • Have 6–18 month cycles

    • Start with complexity and end with transformation

    …then ABM + Trusted Advisor Selling is not just your best option.
    It’s the only one that works.

💬 Hear it from the field

“We stopped thinking in campaigns and started thinking in customers. ABM helped us align marketing, sales, and delivery around what really matters — winning lighthouse clients.”
— Andy H., Commercial Lead

“Before working with Grubenlicht, we were just one of many in a crowded space. Now we lead the conversation in our segment — with clear messaging, strategic positioning, and three major new clients who came to us, not the other way around.”
— Tibor K., CEO, Software Company

🎓 Get the Playbook

If you’re selling complex solutions, developing big deals, and trying to break into strategic accounts — this playbook is for you.

The Grubenlicht Target Account Activation – ABM Playbook gives you the complete system to stop reacting and start orchestrating: your accounts, your message, and your GTM motion.

It’s a practical, proven framework to align your sales and marketing teams, build internal momentum with key stakeholders, and close high-value deals faster.

You’ll learn how to identify and prioritize the right accounts, personalize outreach, scale, and build buying group consensus — while applying the Trusted Advisor approach to drive discovery, build champions, and shape decision processes from the inside.

Whether you’re building your first ABM motion or looking to take an underperforming strategy to the next level, this playbook shows you how to win with clarity, focus, and precision.

📥 Use the playbook and turn strategic accounts into lighthouse customers — with a system that’s built for transformational selling.

For Playbooks and Software

Contact Us

🧠 Use the AI Software:

B2B-Launchpad – Your Go-To-Market Automation

B2B-Launchpad.com is your automation assistant for launching, managing, and scaling a strategic ABM motion that actually delivers.

If you’re serious about winning high-value accounts, this platform gives you everything you need to align sales and marketing, build pipeline with purpose, and create momentum across the entire buying committee.

From smart account tiering and value messaging frameworks to campaign orchestration and performance tracking — B2B-Launchpad turns strategy into execution. No more scattered tools or siloed efforts. Just one clean, powerful workspace to plan, run, and win your most important deals.

🚀 Exclusively for Grubenlicht Coaching Clients – launch your next campaign, and start turning high-fit accounts into high-value customers.