404-219-7056Account-Based Marketing
Worried that you’re not focused on the accounts and companies that will make an impact to your bottom line?
What Is Account-Based Marketing or ABM?
Account-based marketing is a focused approach to Business to Business (B2B) marketing. Marketing and sales teams align to target accounts that fit an ideal customer profile and turn them into customers. Businesses that want to focus marketing dollars on the highest possible ROI opportunities must focus on high-value accounts. To partner with sales and reach business goals, marketing teams must use strategies and tactics that blend the expertise of sales and marketing teams to locate, engage with, and close new business opportunities with the high-value accounts that matter the most.
How Do You Know if Account-Based Marketing Is Right for You?
There are a variety of questions you should consider to determine if account-based marketing is right for you? Some of those questions include: How aligned are your sales and marketing teams? What is the length of your sales cycle? How many of your potential new customers are aware your solution exists? Can you identify and target most of the companies that would buy your solution? Can you identify the buying group of influencers and decision-makers in these companies? Do we have a story to tell with content, budget, and resources? If you can answer yes to either of these questions, account-based marketing is worth looking at for your business.
What Are the Right Tools and the Right Approach for Account-Based Marketing?
The account-based marketing space is full of new technology and tools. You can go seek out and purchase lots of technology to help you, but without a good list of target accounts and a list of the influencers and decision-makers that make up the buying group in those accounts, you are dead in the water. You can go buy expensive databases with “intent information” to identify all the companies and buyers. You can also use tools like LinkedIn sales navigator to identify and target the right customers. We can help you figure out the right approach if your want to start small or have a big budget to invest in account-based marketing.
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