Focus and Exclusivity Makes ABM (Account Based Marketing) Redefine Success for the B2B Industry!

In the complex B2B market, when sales and marketing functions keep evolving with new trends, changing customer preferences and technological intervention; ABM is proving to be an effective strategic solution for those marketers who like exclusivity.  Enhanced focus and clear objectives directed toward a specific target audience or customer make ABM special and a revenue-generating machine for today’s B2B marketer.

ABM unites sales and marketing and no other service does! It bridges the gap between these two functions and creates a more comprehensive approach towards B2B lead generation. Marketing needs sales teams to carry out their strategies way up to the end and the sales teams need leads in the first place which they can follow-up and convert eventually. Account-Based Marketing brings these together in a cohesive and an all-inclusive manner and the benefits are huge:

• Goals for both sales and marketing get aligned
• The smooth running of interdependent activities of sales and marketing is facilitated
• Better collaborative efforts between both the teams create more chances for better leads and more conversions

So how does ABM really work?

Exclusivity is the trademark of ABM. ABM means you implement your best sales and marketing tactics by focusing on a single customer. The approach is exclusive, customized, and tailored to the specific, individual needs and requirements of that particular account.

Only one specific account is targeted when the teams start working with the planned activities. Campaigns that include content creation and distribution, events, webinars, promotions, or similar activities are then designed exclusivity and are customized as per the account requirement.

Advantages of ABM:

Higher ROI:

AMB generates a higher ROI than any other marketing activity because of its focused approach. A single and exclusive client engagement makes it easier for you to measure the expenses, the investments, and ultimately the revenue generated out of that account.

Building relationships:

ABM broadly entails building excellent business relationships, retaining crucial clients, and improving their overall relationships with the customer. An effort in building relationships makes ABM more sustainable and successful.

Shorten your sales cycle:

The best thing and one of the most beneficial things about ABM for sales are that it shortens the sales cycles significantly. Because of the specifications and exclusive focus, the sales team doesn’t have to waste time with those leads that may not convert. They are given the most important leads that are sure to convert.

Smart ABM:

To do smart ABM you have to be smart enough to choose wisely – your target audience or your resources. ABM when based on in-depth research almost always garners the best results. Defining your target audience accurately is very crucial for doing Smart ABM.

Conclusion:

A road map is necessary for B2B marketing and sales and if you know where you are going it is easier to achieve your goals and objectives early on. Constantly innovating new strategies to align with the redefined objectives to keep up with this digital disruption is the key to success in today’s market. But when you do things with clear objectives and knowledge, you invariably end up doing it with better business outcomes. ABM is a critical business decision but when done in the right way can bring in innumerable benefits.