Most B2B marketers focus on getting more leads for enhancing sales. But for consistent business revenue and growth, one needs to focus on strategic marketing activities. Marketers should consider and adopt account based marketing as one of the main-stream b2b techniques that can also help build strong relationships with clients.
Leveraging ABM and its capabilities to its best can be done with the help of data. A data-backed ABM approach is essential if you expect high-value accounts to convert into business.
Here are some top techniques that marketers can adopt to make the most out of ABM.
Importance of Data
Without the right data ABM won’t yield you the desired results, in fact, without data you won’t be able to optimize any other b2b activity to its full potential. In fact, data should be your first priority! Having an actionable data-driven strategy and deriving the right insights from data that you have is the first step you must adopt as a strong foundation for your ABM initiatives.
Not relying on just the existing data; one must necessarily focus on intent data, third-party data to explore more possibilities and achieve more results than before. Intent-based ABM is needed to make sure you know how to make the most out of the high-value prospects and accounts and convert leads or accounts into business in less time. This will not only help you to shorten your sales cycle, but it will also help you to have a loyal customer base, long-term business acquisition and will most importantly lead to a more sustainable revenue generation business model.
Reliable intent data
For marketers who have understood the importance of data and how critical it is to have a data-driven marketing strategy, intent-based marketing is the immediate technique they must consider to get best results.
Not just any data, but intent data should be the main focus in ABM driven initiatives if you want quick and guaranteed conversions. Intent signals will help you to know your high value prospects well enough to be able to offer them the perfect content assets and customized solutions. You can create a robust ABM strategy with the help of insights from intent data that are more reliable and trustworthy. Get data that is aligned with your sales and marketing and ABM goals and thus create a more result-oriented plan with intent data.
Partner with experts
Not everyone can do ABM in-house, in fact, if you are looking at higher and quick sales and conversions its best to outsource ABM at any point of time. It will help you create more opportunities for higher revenue. Your ABM partner should be experienced in handling high value accounts with the best techniques. Any vendor who understands the value of data and uses intent data should be the right ABM partner for you.
Make sure you know their processes, what are their principles and motivation to drive high value accounts to conversion and how much do they understand the value of ABM in lead generation and demand generation. It would be best if the partner you choose also knows and helps his clients with lead generation, demand generation, email marketing etc. because all these activities are integrated when it comes to b2b business growth.
Conclusion
ABM accounts can create high revenue generation with the help of data, more specifically intent data, processes, content assets and a partner who is passionate about ABM and truly understands its value in b2b conversions and revenue generation.
Intellitech Solutions is an expert in ABM! We partner with Bombora, the leader in intent data that collects B2B intent, demographic and firmographic data at scale. For more details, email us at contact@intellitechsoln.com
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