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"The Buying Team is Missing in Your ABM Strategy"

Discover how demand gen expert Josh Hill breaks down the buying team model and its impact on modern ABM. This guide offers practical strategies to move beyond outdated lead-based approaches, align with Sales, and engage multiple stakeholders - whether you're upmarket-bound or refining your GTM motion.

As demand generation evolves, the concept of “buying teams” is gaining traction, especially as traditional MQL-based approaches come under fire. This guide, featuring expert Josh Hill, explores how marketing teams can realign their account-based strategies to better engage multi-person buying committees. Using a real-world upmarket move from SMB to Enterprise, Hill offers tactical and strategic insight that applies across tech sectors.

What you'll learn:

• Why buying teams matter now more than ever and how MQL-centric models are falling short.
• Actionable ABM strategies and operational tips to structure marketing around buying teams, not leads.
• How to apply these concepts across company sizes, including guidance tailored to upmarket transitions.

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