Tips to succeed in Accounts-based Marketing

Here are some tips to make your Account Based Marketing work (and no – you don’t need any fancy ABM software for that)!

In Large Account Selling – ABM is the golden key that opens the revenue vault.

Here is our take on how you can succeed in ABM:
1. If LinkedIn is not front and centre of your ABM efforts – you are missing out on something valuable.

2. ABM rests on 4 pillars – research, research, research & research. Jokes apart – the pillars are researching prospects, building context, connecting, influencing.

3. ABM is a patient, numbers-driven game. You need to give it at least 6 months to make it work. If you have Sales leaders breathing down your neck every day for leads, don’t try it.

4. Segmenting your degree of relationship and importance of every connection is the key. We segment on 3 criteria – buyer persona, activity on channel, our degree of conversation.

5. How naturally you hand-off leads at the end – will determine whether your ABM succeeds or fails.

Using these tips can improve your results from ABM!