Post by account_disabled on Mar 4, 2024 5:07:36 GMT
Account based marketing (ABM) is one of the most effective strategies in the B2B sector. By targeting a specific account or a group of targeted accounts, it can bring extraordinary results, including better collaboration between sales and marketing, an increase in conversions from MQL to SQL and easier measurement of the results obtained. To make your ABM plan successful, you need to implement it the right way. In today's article we will see how to do it. Account based marketing: the potential of LinkedIn Among the best platforms for account-based marketing, we undoubtedly find LinkedIn, thanks to the quality of the data available , the possibility of targeting specific accounts and tracking the resulting engagement. LinkedIn is also an effective tool for the sales force who will be able to easily identify any opportunities as soon as they arise. Below, the 5 fundamental steps to discover and exploit all the potential of account based marketing on LinkedIn . 1. Define what account based marketing means for your business Although it is one of the most used terms today in the B2B sector, it can often have different meanings for different people.
The first thing marketing needs to do is align with sales on the meaning and goals of this strategy. Download the ebook There are two types of ABM. One to one: treat multiple different accounts as if they were separate markets and then develop B2B strategies tailored to each one . A strategy of this type must focus on a small number of accounts that sales has identified and classified as significant opportunities for the company. One to many: develop activities for a larger list of accounts with specific characteristics in common. In this case Australia WhatsApp Number Data personalized marketing initiatives can be activated for different types of interlocutors with a key role in the target company. In both cases, communication between marketing and sales is essential to understand which approach to adopt and which accounts to target. 2. Make a list of priorities It is not possible to create an account based marketing plan without having a clear idea of the value and potential of the different accounts . Marketing and sales must work together.
establish common goals and priorities, in order to develop a shared list of target accounts. It's important that both teams are aware of why each account is on the list and what goals they want to achieve. 3. Profile potential customers to identify the target audience Once the list of prospects (or companies) to be targeted by the campaign has been created, each sector must be profiled , identifying the main interlocutors and developing a plan for each one. Also in this case, collaboration between sales and marketing is crucial. As regards priority accounts, you can decide to develop campaigns aimed at specific people who have decision-making power in the different companies. For larger ABM campaigns, however, you could think about developing and identifying buyer persona profiles applicable to all types of target businesses. account based marketing4. Clarify marketing's contribution to sales Establishing specific objectives relating to the account based marketing campaign will allow you to evaluate the actual.
The first thing marketing needs to do is align with sales on the meaning and goals of this strategy. Download the ebook There are two types of ABM. One to one: treat multiple different accounts as if they were separate markets and then develop B2B strategies tailored to each one . A strategy of this type must focus on a small number of accounts that sales has identified and classified as significant opportunities for the company. One to many: develop activities for a larger list of accounts with specific characteristics in common. In this case Australia WhatsApp Number Data personalized marketing initiatives can be activated for different types of interlocutors with a key role in the target company. In both cases, communication between marketing and sales is essential to understand which approach to adopt and which accounts to target. 2. Make a list of priorities It is not possible to create an account based marketing plan without having a clear idea of the value and potential of the different accounts . Marketing and sales must work together.
establish common goals and priorities, in order to develop a shared list of target accounts. It's important that both teams are aware of why each account is on the list and what goals they want to achieve. 3. Profile potential customers to identify the target audience Once the list of prospects (or companies) to be targeted by the campaign has been created, each sector must be profiled , identifying the main interlocutors and developing a plan for each one. Also in this case, collaboration between sales and marketing is crucial. As regards priority accounts, you can decide to develop campaigns aimed at specific people who have decision-making power in the different companies. For larger ABM campaigns, however, you could think about developing and identifying buyer persona profiles applicable to all types of target businesses. account based marketing4. Clarify marketing's contribution to sales Establishing specific objectives relating to the account based marketing campaign will allow you to evaluate the actual.