What is Account Based Marketing?
The ABM Agency
APRIL 10, 2023
Reading Time: 11 minutes As a leading strategy for B2B SaaS marketing, account-based marketing (ABM) has become increasingly important in today’s rapidly changing landscape.
Account Based Marketing Buyer's Journey Outreach Sales Management 
Using Engagement Analytics to Improve Your ABM Strategy
LeanData
DECEMBER 1, 2022
Account-based marketing (ABM) initiatives feature personalized outreach to contacts at target accounts. As such, the engagement each target account has with your account-specific campaigns is a key measurement in tracking your ABM success and identifying continuous improvement opportunities. .
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A Complete Guide to Account-Based Marketing
Metadata
JULY 21, 2022
Account-based marketing may (or may not) be what your company needs — here’s why. If you’re a B2B marketer, you’ve probably heard of account-based marketing. When you focus your efforts on a small group of highly targeted accounts instead of going after a large, broad audience.
Creating a Winning Account Based Marketing Plan for B2B SaaS
The ABM Agency
MAY 26, 2023
Reading Time: 8 minutes An effective account-based marketing plan is crucial for B2B SaaS organizations aiming to target high-value accounts and maximize ROI. We will discuss how to select the right criteria for targeting specific accounts and assess their potential value. What is the ABM strategy 2023?
Does Account Based Marketing (ABM) Even Work?
PureB2B
JUNE 17, 2020
Once a buzzword, ABM is becoming somewhat of a confusing topic. What was originally meant to help streamline marketing and create faster conversions now is a frustrating mess of way too many opinions, ending in what feels like a waste of time. So that begs the question - does ABM even work? Sales Alignment.
7 Winning Strategies for Account Based Marketing Success
The ABM Agency
APRIL 21, 2023
Reading Time: 13 minutes Winning strategies for account-based marketing (ABM) are essential for any director of marketing or CMO at a large B2B SaaS organization. In this advanced guide, we will delve into the critical components necessary to create a successful ABM campaign and maximize your return on investment.
Meeting the Needs of the Self-Serve B2B Buyer
The Point
JUNE 24, 2022
The TrustRadius report focuses primarily on how technology vendors should adapt their selling process to these new buying habits, but it’s also worth considering some of the key findings and their implication for the demand marketer. Key Finding 2: Buyers leverage sales reps for information less (and later) than ever.
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Account Based Marketing Strategies: 7 Tactics to Improve Campaign Performance
DealSignal
AUGUST 30, 2021
With marketing technology changing the landscape and leveling the playing field, you can leverage ABM strategies to not only hit your monthly numbers — but to exceed them. But to truly rise to excellence, you’ll want to connect the dots across your organization — so, more than just sales and marketing.
Introducing The Definitive Guide to Account-Based Marketing
Adobe Experience Cloud Blog
MARCH 22, 2017
Author: Ellen Gomes If you’ve been keeping up with digital marketing trends, then account-based marketing is most definitely on your radar. But account-based marketing is not to be ignored and it’s not just another buzzword. Why Is Account-Based Marketing Gaining Traction?
The Essential Marketers Guide to B2B Demand Generation
Oktopost
APRIL 9, 2024
Novel formats, channels, and technologies like TikTok and ChatGPT are now driving forces behind buyer interest, opening up new ways for B2B brands to raise awareness about their products. 59% of marketers attribute revenue growth to marketing-generated leads , so demand-generation tactics remain a non-negotiable among marketing teams.
5 Ways Affordable AI Can Streamline Your Sales Process
Hubspot
AUGUST 18, 2020
Artificial intelligence resources are evolving from novelty to necessity in sales, and the massive investment companies are putting into these kinds of tools is a testament to that. Market research firm IDC found that businesses collectively invested an estimated $2.7 How Affordable AI Streamlines Sales Processes.
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Account-based Marketing & Personalization
Strategic-IC
JULY 28, 2021
What lies at the heart of ABM? What makes it so different from B2B Marketing? One thing that makes ABM unique. One thing that makes ABM such a compelling go-to-market strategy. What’s ABM? It’s all about treating an account as a market of one. How to build a unique Account experience?.
15 of the Best Account-based Marketing Software for 2020
Hubspot
MAY 8, 2020
Are you in the market for your new account-based marketing software solution? Recall that account-based marketing is a marketing strategy that targets companies, rather than individual customers. Look for a CRM that enables strong integrations to ABM-specific tools to customize your strategy.".
How Customer Experience Works with ABM
PureB2B
MAY 30, 2022
The value of account-based marketing (ABM) has often been quantified in terms of its impact on revenue generation. A report from MRP Prelytix , in fact, found that 84% of companies that use ABM have reported positive revenue gains. The CX Benefits of ABM. More Precise Targeting.
Unleashing Sales Velocity: How Leveraging Intent Data Can Lead to 3X Faster Deal Closures
Only B2B
FEBRUARY 28, 2024
Intent is the lifeblood of sales. In the fiercely competitive B2B sales landscape, where businesses are vying to paint in lime green, standing out can be daunting. Learn how to leverage intent data for sales and craft the perfect sales strategy to increase your ROI and achieve sales targets. Unsure where to start?
Intent Data 71
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How ABM Makes Sales Conversations More Relevant, Persuasive & Impactful
6sense
DECEMBER 17, 2021
Most importantly, you’ve finally leveled-up your sales team so that your reps — with an almost balletic grace — always leverage content, outreach, and engagement in ways that expertly usher buyers through the sales cycle. Where Uncertainty Lurks In Sales Interactions. ABM eliminates guesswork.
Personalized Buyer Journeys: What They Are and How To Create Them
6sense
JANUARY 3, 2022
Personalized buyer journeys aren’t just for B2C shopping experiences anymore. These days, more than half of B2B buyers expect personalized engagement from sellers, up from 49% just two years ago. You’ll learn why personalization is so important, and how to craft and execute your own personalized marketing campaign.
Struggling with B2B Industrial Marketing? Your Essential Guide to Proven Strategies & Tactics
Tiecas
MARCH 21, 2024
B2B industrial marketing presents unique challenges compared to other forms of B2B marketing. Longer sales cycles, complex technical products, and a highly analytical buyer persona are just a few factors that set it apart. But I’m not just another marketing consultant.
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11 Red Flags to Look Out for When Interviewing Sales Reps, According to Experts
Hubspot
MAY 24, 2021
Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. They lack self-awareness.
AI-Driven ABM: Personalized Automation’s Future
Valasys
AUGUST 9, 2023
Welcome to the dawn of AI-Driven Account-Based Marketing, where the fusion of artificial intelligence and strategic precision propels your campaigns into uncharted realms of success through automating Account-Based Marketing using AI.
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5 B2B Marketing Trends in 2020
ATAK Interactive
MARCH 12, 2020
Over the years, the B2B marketing landscape has noticeably changed. Driving this transformation is the B2B buyer journey, which has gotten longer and more complex. 82% of B2B buyers are spending more time in the research phase, using more sources to research and evaluate products and services. 1. Sales Enablement.
Top of Funnel 107
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Why Turning a Lead into an MQL is More Difficult Than Ever
Oktopost
SEPTEMBER 14, 2023
Leads that once flowed through the funnel have now slowed their pace, leaving marketing teams struggling to meet their KPIs. Marketing Strategies That Will Help You Gain More MQLs Account-Based Marketing Building social proof from your customers Doubling down on social media insights Start Generating More MQLs Today What is an MQL?
Lead Ranking 69
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B2B Content, The Modern Buyer Journey, and Economic Headwinds: A Q&A With Marketing Leader Michael Schultz
PathFactory
MARCH 6, 2023
The B2B buyer journey isn’t the only thing that has undergone a transformation over the last several years. Everything from economic conditions, the B2B technology landscape, and the amount of data companies have access to has made go-to-market teams reconsider how they conduct customer outreach and generate leads.
How to Use Account Mapping to Build an Effective ABM Campaign
Hubspot
JULY 3, 2020
Account-based marketing (ABM) is transforming the B2B marketing and sales world because of its effectiveness in reaching high-value target accounts — but it's a difficult strategy to manage. Fortunately, like any aspect of marketing, ABM is made easier with strategic planning.
Guiding the First Step of the Buyer Journey with Lead-to-Account Matching
LeanData
SEPTEMBER 8, 2021
To achieve this, your team’s outreach and engagement with prospects, leads and customers become critical to building their trust and confidence in your organization. . Lead assignment to Sales reps lies at the heart of every GTM process. What is lead-to-account matching? . How lead-to-account matching is performed.
What Is Buyer Intent Data? How Can I Increase Sales With It?
PureB2B
MAY 30, 2022
[In this article we’re going to look at buyer intent data, what it is, how it’s collected and, how you can use intent data to supercharge your marketing and sales campaigns.]. Imagine being able to tailor your marketing strategy to a perfect audience at exactly the right time. Enter: intent data.
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Why Turning a Lead into an MQL is More Difficult Than Ever
Oktopost
SEPTEMBER 14, 2023
Leads that once flowed through the funnel have now slowed their pace, leaving marketing teams struggling to meet their KPIs. Marketing Strategies That Will Help You Gain More MQLs Account-Based Marketing Building social proof from your customers Doubling down on social media insights Start Generating More MQLs Today What is an MQL?
Lead Ranking 62
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Bridging the gap: How marketing and sales can break down the technological walls between their departments
ClickZ
DECEMBER 2, 2020
30 second summary: Sales and marketing functions can often feel like ‘frenemies’ – blaming each other when things don’t go to plan, and undervaluing the other’s contributions. Technology such as Sales Engagement Platforms (SEPs) can help to bridge operations and build alignment.
5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads
The Point
MARCH 29, 2017
Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. The lead funnel is obsolete. Inbound marketing doesn’t work, or at best is grossly inefficient.
5 B2B Marketing Trends in 2020
ATAK Interactive
MARCH 12, 2020
Over the years, the B2B marketing landscape has noticeably changed. Driving this transformation is the B2B buyer journey, which has gotten longer and more complex. 82% of B2B buyers are spending more time in the research phase, using more sources to research and evaluate products and services. 1. Sales Enablement.
5 Must-Have Strategies for Creating a Successful ABM Program
6sense
OCTOBER 18, 2021
And they’re especially important for establishing Account-Based Marketing within an organization. Here are five must-use tips inspired by our recent ebook, ABM is [Still] Just Good Marketing , that can help you sidestep challenges, deliver account-based experiences at scale, and put you on track for predictable revenue growth.
Does ABM Even Work?
PureB2B
JUNE 17, 2020
ABM, once a buzzword, has found itself becoming somewhat of a confusing topic. What was originally meant to help streamline marketing and create faster conversions, now is a frustrating mess of way too many opinions; ending in what feels like a waste of time. So that begs the question- Does ABM even work? Sales Alignment.
How to Prioritize Prospects: Sales Secrets for Pipeline Hyper-Growth
Engagio
JANUARY 14, 2021
In our ABM Master Class Sales Secrets for Pipeline Hyper-Growth , we shared some of our best-kept secrets on how to prioritize prospects to smash revenue growth. Examining today’s Sales challenges. Success in Sales can only be achieved by first understanding the challenges we face in our industry. This is a mistake.
B2B Marketing 2023 Trends
The Lead Agency
FEBRUARY 8, 2023
They also prefer to avoid direct communication with sales, which has a considerable impact on B2B interactions. B2B buyers are seeking information autonomously and are comprehensively researching products before making a final decision. Buyers are unlikely to respond to cold outreach.
Does ABM Even Work?
PureB2B
JUNE 17, 2020
Once a buzzword, ABM is becoming somewhat of a confusing topic. What was originally meant to help streamline marketing and create faster conversions now is a frustrating mess of way too many opinions, ending in what feels like a waste of time. So that begs the question – does ABM even work? Sales Alignment.
The Number One Reason for Sales and Marketing Misalignment
Pam Didner
APRIL 23, 2019
Sales and marketing ask different questions which leads to different data needs. What can we do to solve the fundamental differences between sales and marketing? Explain why sales and marketing are different. Show how ABM can tie sales and marketing together. Who are they?
Bridging The Sales and Marketing Gap
PathFactory
MAY 10, 2022
The proof is in the numbers: businesses, and in particular sales and marketing teams, can’t continue working in silos when they are both working towards the same revenue goals. It’s time to start taking a unified approach to the marketing and sales orgs at your company. The groups engage in joint planning and training.
5 B2B Marketing Trends in 2020
ATAK Interactive
MARCH 12, 2020
Over the years, the B2B marketing landscape has noticeably changed. Driving this transformation is the B2B buyer journey, which has gotten longer and more complex. 82% of B2B buyers are spending more time in the research phase, using more sources to research and evaluate products and services. 1. Sales Enablement.
What Is Buyer Intent Data? How Can I Increase Sales With It?
PureB2B
MAY 30, 2022
[In this article we’re going to look at buyer intent data, what it is, how it’s collected and, how you can use intent data to supercharge your marketing and sales campaigns.]. ? Imagine being able to tailor your marketing strategy to a perfect audience at exactly the right time. Supercharged account-based marketing.
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Sales Enablement: How to Improve Your SDR’s Productivity
PureB2B
MAY 30, 2022
Sales enablement is a continuous business development discipline that equips salespeople with the process, tools, and content to help them sell more effectively. According to statistics, sales enablement’s adoption ballooned by a whopping 343% over the past five years. Common Challenges for SDRs. Bad lead quality.
Optimizing the Account Based Revenue Funnel
FunnelEnvy
SEPTEMBER 29, 2021
Let’s assume that you’re targeting B2B companies and you built out your account list. And if you have a heavy ABM strategy, those accounts probably represent the vast majority of your potential revenue. Most notably buyer behavior. Let’s do some funnel math to solve for it.
B2B Marketers: The Intent Data Trend is Here to Stay
TrustRadius Marketing
OCTOBER 3, 2022
Sales and marketing teams understand that a core part of their job is reaching the right audience at the right time with the right message. But as B2B marketers face a seemingly endless supply of vendors and solutions, many struggle to understand the intent data trend or its importance. Only 23% contacted a sales representative.
Intent Data 52
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Unlock Growth in 2024: Essential B2B Marketing Trends and How to Make Them Work for You
The Lead Agency
APRIL 14, 2024
Tired of trend lists that don’t apply to the unique challenges of B2B marketing? B2B marketing can be complicated; buyer journeys are messy. Multiple stakeholders and longer decision-making processes bring unique challenges, and the how-to tips everywhere online are mostly irrelevant in B2B industries.
The CRO’s Guide to Using Buyer Intent Data to Fill Pipeline
SalesIntel
OCTOBER 20, 2021
Every sales officer, be it a VP, revenue officer, or sales manager, always loves to see a strong and consistent sales pipeline, but none more so than the Chief Revenue Officer (CRO). Above all, the major challenge is to manage these hurdles and generate sales without spending too much time on them.
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