Beyond targeting ideal customer profiles, Account Based Marketing has other great benefits that you should take into consideration:
Account Based Marketing Provides Greater Alignment Between Sales and Marketing Teams
Since ABM marketers focus on accounts rather than leads, they end up focusing on the same things as the Sales team. Therefore, they reach a perfect understanding and alignment.
This improves… by applying ABM in your organization, those arguments about the quality and quantity of leads are left behind. And the way is opened for two teams in the search for a common goal.
For years, sales teams have focused only on those customers most likely to buy, while marketing teams have focused on campaigns and actions for specific markets and industries.
With ABM they become an entire business unit.
Because ABM has such specific marketing objectives, there is almost no wasted resources.
Since ABM is designed as an arrow and not a wide net to capture leads, there is less “fortuitous capture”, which is characteristic of Inbound. There is then more relationship with those customers who, it can almost be guaranteed, will make a purchase.
By combining this philosophy with customer experience optimization, your conversion rates will skyrocket.
Excellence in Customer Experience
As mentioned above, ABM improves the customer experience by digging usa b2b leads deeper and deeper into each account rather than exposing them to content that targets larger markets or industries accompanied by good SEO . The experience is personalized, and this makes it much better.
Instead of doing what is convenient for the company (automations, reuse of content, etc.), with ABM the focus is on doing what is most convenient for the leads (taking into account business omnichannel ) and for the decision-makers of these companies that you target with your B2B.
With Account Based Marketing You Get a Much Higher ROI
The biggest marketing challenge, among others, has been budget justification.
While an ROI report probably won’t be enough to convince your company’s decision makers that ABM is achieving optimal numbers, they will be convinced by the ROI within their own company.
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ABM Examples
ABM creates very specific segments and then targets marketing programs to impact those segments, in order to personalize and appear on the channels that are most meaningful to them.
