What are the six keys to enabling account-based marketing for B2B? What’s the one problem that can sink your B2B ABM efforts from the start? What can you do to solve it?
Everybody’s talking about account-based marketing. SiriusDecisions reports 60 percent of companies who try ABM see a revenue increase in the first year.
An ABM approach:
- considers all the buying influencers in the account
- creates tighter alignment between sales and marketing
- integrates with existing efforts (inbound, outbound, direct mail, advertising, etc.)
- works with your existing marketing technology
Many marketers fail at ABM because they don’t have accurate, up-to-date contact and account data in their CRM, can’t identify the right contacts to target within accounts and can’t match the contacts they already have in their databases to the accounts where those contacts work.
Predictive analytics matched with accurate, on-demand data is the key to understanding your accounts, matching people to the companies they work for and engaging them with the value proposition most important to them. The concept is simple, but the reality can be complicated and hard to implement.
LEARN THE SIX KEY STEPS TO ENABLING ABM
Download our white paper, Leadspace for Account-Based Marketing, to learn the six key steps to enabling ABM, how to overcome the problem of lead-to-account matching, and find out why Engagio co-founder (and Marketo founder) Jon Miller says Leadspace is “the best way to connect people to accounts and understand the relationships among them.”