Firmographic filters tell you who looks like a customer. They do not tell you who is actively researching, comparing vendors, or ready to engage right now. That gap is where ABM budget goes to die, and when conversion rates suffer, sales stops trusting the list entirely.
If sales is ignoring your account lists and your campaign ROI is hard to defend, the problem is not your strategy. It is the data underneath it. We will show you exactly how buyer intent signals transform ABM from a targeting exercise into a revenue engine, covering everything from account selection to activation timing to messaging that meets buyers where they are.
Walk away with:
- A framework for replacing static firmographic lists with intent-backed account selection
- Clear triggers for knowing when to activate campaigns, escalate to sales, or pull back spend
- Messaging strategies built around the specific topics your target accounts are consuming right now
- A data foundation that makes ABM pipeline attribution defensible in any budget review
- A concrete approach to rebuilding sales confidence in marketing-sourced account lists
This webinar airs at 12 PM and will be available on-demand for six months after airing.
Michelle Corrao
Strategy Manager, Marketing, ZoomInfoMichelle Corrao is a Strategic Marketing Consultant at ZoomInfo, specializing in account-based experience (ABX) strategies, audience segmentation, and precision campaign execution. She partners with B2B organizations to maximize marketing ROI through data-driven optimization, strategic campaign design, and regular performance reviews. With expertise in ABM architecture, predictive analytics, and demand generation, Michelle helps clients build scalable systems that accelerate pipeline velocity and drive measurable results.
Steven Bloxsom
Manager, Marketing (ABM)Steven Bloxsom is an ABM strategist at ZoomInfo with over four years of experience spanning sales, customer success, and marketing strategy. He brings a well-rounded perspective shaped by his progression from the sales floor to ABM Customer Success Manager and now into a strategic leadership role. With expertise in ABM strategy, customer success, and demand generation, Steven helps organizations align their marketing and sales motions around their highest-value accounts to drive measurable pipeline results.
