ABM Pretargeting Best Practices

Buyers conduct research at all stages of their buying journey—they visit product pages, download marketing content, peruse case studies, and inevitably return to the websites that best meet their needs when it’s time to make a buying decision. When sellers can capture these buying signals at earlier stages in the journey, they can reach out to buyers who are getting closer to making a decision with the exact right messaging at the right time.

It’s 2019 and B2B leaders everywhere are embracing account-based marketing (ABM) tactics to turn their key accounts into paying customers. It’s no longer a question of why ABM, but instead a matter of how to rethink your existing strategy to target prospects at companies who may not have entered the awareness phase of the buyer’s journey just yet.

Creating sales territories, assigning them to reps and monitoring their performance can be slow or never-ending. At best, the process is a combination of intuition and internal data analysis but the result is often inequitable sales territories. It’s the reason why turnover is high and so many sales reps struggle to meet their numbers. This webinar will walk you through the ways in which a CDP can help you create a strategy to manage your territories, based on data — to ensure equitable territories that means your sellers hit their numbers.

70% of a buyer’s journey is complete before they even reach out to sales. What’s more – only 5% of a customer’s time is spent with a sales rep during their buying journey. So how do you understand your buyer and make the most out of every interaction? By using Drift and 6sense together, of course. With Drift and 6Sense, you can gain insight into your buyer’s journey and deliver a personalized solution sure to speak directly to their needs. Join us for a tactical workshop on November 16th, to learn how you can harness both Drift and 6Sense together to grow revenue. During this workshop, we’ll show you how to set up the integration and some plays you can put into action to get the most out of every interaction.