It also recommends that we implement alternatives to be able to connect with clients in an automated manner, such as IP targeting; social media; cookie targeting; geo targeting.
And finally, it proposes a series of steps that the B2B company must take in order to develop an ABM model:
First you need to identify your key accounts. To do this you need to define exactly the names of the companies you are looking to do business with.
Second, where marketing and sales work together on the goal they have as a team. Part malaysian numbers of this protocol is to define an SLA for qualifying accounts and opportunities.
Marketing and Sales must also define exactly how they will measure the results of the campaigns, which performance indicators they will analyze and over what periods.
In addition, Marketing must be responsible for being able to carry out account-based advertising with tools that allow automating the communication of messages so that they reach key people within the organization who have decision-making power.
The best way to start implementing this is with small steps that show us that we are getting results. It is necessary to approach this model with an agile approach and start with quick wins.
I believe that SMEs that sell to large companies and hope to generate a large pipeline in the coming months will find Account Based Marketing techniques to be a more effective response to their needs.