Account Based Marketing

Account based marketing (ABM) is a personalized approach to sales and marketing that aims to increase awareness and develop relationships with the prospects you most want to become clients.

Account Based Marketing

Account based marketing (ABM) is a personalized approach to sales and marketing that aims to increase awareness and develop relationships with the prospects you most want to become clients.

HOW ABM CAN BENEFIT YOUR B2B STRATEGY

ABM is essentially, a form of strategic business marketing, and now an alternative go to market strategy, ABM helps organizations concentrate sales and marketing resources on a clearly defined set of target accounts within a market. At its core, ABM employs personalized campaigns designed to resonate with each account and it allows marketeers to qualify and target prospects that are best suited for their product or service.

How ABM can benefit your
B2B Strategy

ABM is essentially, a form of strategic business marketing, and now an alternative go to market strategy, ABM helps organizations concentrate sales and marketing resources on a clearly defined set of target accounts within a market. At its core, ABM employs personalized campaigns designed to resonate with each account and it allows marketeers to qualify and target prospects that are best suited for their product or service.

How we do it

/01

ACCOUNT DEFINITION

We work with you to establish a clearly defined list of target accountsand
define which buyer personas to target in our campaigns. This is based on
your company’s business objectives and can consist of existing companies
in your database such as lapsed customers or customers with a low
engagement score. You might also have a list with new prospects you want
to target.

/02

PLANNING & STRATEGY

We develop a tailored value proposition and a dedicated marketing plan
for each list (segment). This includes messaging, channels, content and advertising assets. Our ABM campaigns are based on a multi-channel approach designed to build relationships that generate a high lifetime value in the long term. To do this, we utilize inbound tactics supported by teleprospecting and paid advertising.

/03

CONTENT PRODUCTION

We produce content that’s highly customized to the segments we’re targeting.
Our content is always tied to recent market research and current trends with
the primary aim to educate the reader. This could come in the format of
eBooks, guides, white paper or case studies. During this phase we also
produce ad copy and banners.

/04

PAID ADVERTISING

We work with AdForm, Google Ads, LinkedIn and Facebook to deliver highly targeted ads that are guaranteed to reach the right people. We use
third-party data, IP-targeting and sophisticated algorithms to optimize campaigns to make sure that we reach your prospects in
a highly relevant context with personalized content.

/05

TELEPROSPECTING

Teleprospecting is often a part of ABM campaigns since it allows us to reach
the right decision makers with a highly personalized message. Our BDRs
work with carefully selected target accounts using a customized message for
each prospect. Through one-on-one interactions, we build relationships,
qualify the account and gather insights.

/06

ANALYSIS & REPORTING

We continuously measure the success of the campaigns based on your goals. Key performance indicators for digital campaigns include cost-per-click (CPC), cost-per-impression (CPM), click-through-rate (CTR) and cost per lead (CPL). Key performance indicators for teleprospecting include number of interviews, level of engagement, lead conversion, and opt-ins.

/01

ACCOUNT DEFINITION

We work with you to establish a clearly defined list of target accounts and define which buyer personas to target in our campaigns. This is based on your company’s business objectives and can consist of existing companies in your database such as lapsed customers or customers with a low engagement score. You might also have a list with new prospects you want to target.

/02

PLANNING & STRATEGY

We develop a tailored value proposition and a dedicated marketing plan for each list (segment). This includes messaging, channels, content and advertising assets. Our ABM campaigns are based on a multi-channel approach designed to build relationships that generate a high lifetime value in the long term. To do this, we utilize inbound tactics supported by teleprospecting and paid advertising.

/03

CONTENT PRODUCTION

We produce content that’s highly customized to the segments we’re targeting. Our content is always tied to recent market research and current trends with the primary aim to educate the reader. This could come in the format of eBooks, guides, white paper or case studies. During this phase we also produce ad copy and banners.

/04

PAID ADVERTISING

We work with AdForm, Google Ads, LinkedIn and Facebook to deliver highly targeted ads that are guaranteed to reach the right people. We use third-party data, IP-targeting and sophisticated algorithms to optimize campaigns to make sure that we reach your prospects in a highly relevant context with personalized content.

/05

TELEPROSPECTING

Teleprospecting is often a part of ABM campaigns since it allows us to reach the right decision makers with a highly personalized message. Our BDRs work with carefully selected target accounts using a customized message for each prospect. Through one-on-one interactions, we build relationships, qualify the account and gather insights.

/06

ANALYSIS & REPORTING

We continuously measure the success of the campaigns based on your goals. Key performance indicators for digital campaigns include cost-per-click (CPC), cost-per-impression (CPM), click-through-rate (CTR) and cost per lead (CPL). Key performance indicators for teleprospecting include number of interviews, level of engagement, lead conversion, and opt-ins.

Top 3 reason to explore
Account Based Marketing

The future of account-based marketing is here. There are many (more) reasons to convince your organization
to invest in Account Based Marketing, but here are our top three reasons to get the conversation started.

R

Win new accounts and grow the existing.
The two main aims of an ABM program are to win new accounts and to grow the existing ones and yes, ABM does just that for you – If you work with it longterm.

R

One to One targeted ABM is proving the most successful.
The One to One target account list approach is the most successful and also a achievable foray into the world of ABM for companies.

R

Sales and marketing departments are still siloed. 
When ABM strategies are done correctly, it can drive much closer association between the two departments. In a recent survey, almost 40% of respondents said that ABM has significantly improved sales and marketing alignment, proving ABM has wider benefits than just increased revenues.

Top 3 reason to explore Account Based Marketing

The future of account-based marketing is here. There are many (more) reasons to convince your organization to invest in Account Based Marketing, but here are our top three reasons to get the conversation started.

R

Win new accounts and grow the existing.
The two main aims of an ABM program are to win new accounts and to grow the existing ones and yes, ABM does just that for you – If you work with it longterm.

R

One to One targeted ABM is proving the most successful.
The One to One target account list approach is the most successful and also a achievable foray into the world of ABM for companies.

R

Sales and marketing departments are still siloed. 
When ABM strategies are done correctly, it can drive much closer association between the two departments. In a recent survey, almost 40% of respondents said that ABM has significantly improved sales and marketing alignment, proving ABM has wider benefits than just increased revenues.

Our Latest Work

We have the expertise, the tools and the passion required to be able to lead you and your company through successful Inbound marketing campaigns and outbound projects. We turn strangers into customers in order to drive sales and leads.

WANT TO KNOW MORE?
Get in touch!

It doesn’t matter if you’re new to ABM or have a strategy implemented already. Our experts can help you with everything from ready-to-go packages, to more advanced strategies and customized solutions that caters to your need. Book a free 30 minute meeting with one of our experts or just give us a call.

WANT TO KNOW MORE?
GET IN TOUCH!

It doesn’t matter if you’re new to ABM or have a strategy implemented already. Our experts can help you with everything from ready-to-go packages, to more advanced strategies and customized solutions that caters to your need. Book a free 30 minute meeting with one of our experts or just give us a call.

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