The powerful hidden uses of ABM (that no one is using)

| February 13, 2018

article image
What most marketers don’t realize is that ABM has the potential to impact every stage of your business, not just customer acquisition. In this blog post, we’ll show you how to stretch ABM beyond the typical sales funnel and hit those big performance numbers you’re after. First, let’s take care of the obvious. The most commonly used benefit of ABM is customer acquisition. ABM is great at closing B2B deals because it takes a highly targeted, highly personalized approach.  According to CEB, B2B sales now require 5.4 people to formally sign off on each purchase decision made. If you’re using a traditional lead gen approach, you might be working 1 or 2 leads within a company. But this will inevitably leave you with an uphill battle to reach all 5.4 people needed to close that deal.

Read more

Spotlight

OrgChartCity

OrgChartCity delivers accurate, complete, and up-to-date Fortune 500 org charts and sales intelligence for sales reps needing to build effective strategic account plans and for marketing managers needing to build effective target account based marketing programs...

OTHER ARTICLES

Top 5 Things To Know About Account Based Marketing 2020

Article | February 13, 2020

Trying to reach the masses by using marketing strategies that target many people at once can very effective for some businesses. With some businesses, it may not be the best approach because it could waste a lot of time and yield unsatisfying results. When targeting individual decision-makers in certain companies, a business might get better results and close more sales. Part of being a sales enablement leader includes knowing when to switch the marketing methods to increase revenue. Whenever you think that the ship you’re aboard is sinking or measuring metrics show unsatisfying results, it may be time to rethink your marketing strategy. 87% marketers who used Account-Based Marketing (ABM) rate it as more successful than any other type of marketing campaign.

Read More

The Missing Link in your ABM Strategy

Article | March 17, 2020

Account-based marketing (ABM) programs deliver huge results, but those results can sometimes be elusive. Over the past twelve months through my consulting practice, I’ve had an intimate view into over fifty ABM programs. More common than not, most marketers are telling me that their results are underwhelming. So, what is the missing link? The answer lies in the disconnect between marketing-orchestrated experiences and buyer expectations.

Read More

Understanding The Science Behind Account Selection For Account-Based Marketing

Article | February 24, 2020

Account-Based Marketing (ABM) is becoming the strongest chapter in B2B marketing. The positive connection between ABM activity and revenue results has been acknowledged by global research firms, marketers and organizations. However, ABM can produce the right results only when marketers invest energy and resources in selecting the right accounts. Account selection from the identification of target accounts to the discovery of individual contacts is the first and the most vital step of implementing ABM, making it one of the biggest pillars of a successful ABM program.

Read More

HOW UGC IS CHANGING THE GAME FOR YOUR BUSINESS’? MARKETING (EXAMPLES OF BRANDS WHO GET IT)

Article | March 1, 2021

You’re overcomplicating it. You don’t need the studio lighting, you don’t need a $2000+ camera, you don’t need a full production crew. Actually, it can actually be more effective for your content to not use any of this. Keep reading to learn how. By now, I’m sure you’ve noticed the rise of user-generated content (UGC). UGC is photos and videos created for your brand by customers, viewers, or followers. There’s so much beauty in this and throughout 2020, with everyone stuck inside their house, lots of companies had no choice but to make do with what they could. Sometimes this meant FaceTime photoshoots or videos that customers shot on regular iPhones. I am a huge fan of user-generated content and most consumers are, too. Let’s unpack the beauty of why this is such a beautiful and effective form of content on both the customer side as well as the business’ side.

Read More

Spotlight

OrgChartCity

OrgChartCity delivers accurate, complete, and up-to-date Fortune 500 org charts and sales intelligence for sales reps needing to build effective strategic account plans and for marketing managers needing to build effective target account based marketing programs...

Events