The sales process is much easier when you target the highest-value clients. That’s why account-based marketing (ABM) works. With this tactic, sales and marketing professionals nurture target accounts that fit your ideal customer profile.
However, ABM still requires a strategy for engaging leads, personalizing content, and nurturing them down the sales funnel.
Factors such as efficiency and marketing/sales alignment contribute to an effective ABM strategy. This guide will cover everything you need to know to create a results-driven ABM plan.
- Account-based marketing requires an ideal customer profile, tools, personalized content, B2B marketing channels, and KPIs.
- There are three types of ABM strategies: strategic ABM, ABM lite, and programmatic ABM.
- To create an ABM strategy, create ICPs, find the contact information for key decision-makers, align your sales and marketing departments, create personalized marketing content, nurture leads down the customer journey funnel, and track KPIs.
- ABM marketing has challenges, such as unrealistic expectations, account-based marketing software …