The success of ABM in marketing and sales to attract clients is undeniable (check out these ABM stats for size), but how do you track that success yourself?

When it comes to account-based marketing, you've got two sides to tracking your efforts: activity-based metrics and outcome-based metrics.

But the thing is, to attract the big dogs in a very competitive market, your ABM campaigns require time, money and effort. Without investing in these three elements, your campaigns won't be up to scratch and won't get the engagement you want. By creating targets based on activity levels, you could be rushing the process – and ultimately, those numbers of yours won't be looking too good.

It's not about quantity – it's about quality.

And that's exactly where 'the three Rs' come into it: Reputation, Relationships, and Revenue.