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 Framework: A Beginner’s Guide to Account-Centric Strategies
Only B2B
AUGUST 25, 2023
In the ever-evolving landscape of B2B marketing, one strategy has emerged as a powerful weapon in the arsenal of marketers: Account-Based Marketing (ABM). This approach shifts the focus from casting a wide net to targeting specific high-value accounts with personalized and tailored strategies.
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How Can Intent Data Be Used In Account-Based Marketing?
NetLine
DECEMBER 7, 2023
While we’ve explored the insights and advantages B2B intent data offers in previous posts, let’s shift our focus to a specific application of this transformative resource: Account-Based Marketing (ABM). Buyer-level intent data helps you to point out the buyers working at in-market accounts.
How to Build an Effective Account Based Marketing Strategy from Scratch
SalesGrape
SEPTEMBER 17, 2023
Companies need a more targeted approach that focuses on individual accounts rather than broad market segments. This is where account-based marketing (ABM) comes into play.
A Complete Guide to Account-Based Marketing (ABM) For Marketers (Examples Included)
Pam Didner
JULY 5, 2020
Facebook Twitter LinkedIn Account-based marketing (ABM) has become a buzzword in recent years. However, there is confusion among marketers concerning what it means and how to do it effectively. This guide is for those new to ABM or seeking to improve their approach. What is account-based marketing?
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. .
How to Master Cross-Channel Engagement with Your Account-Based Marketing Strategy
Adobe Experience Cloud Blog
JULY 17, 2019
Today’s marketers have a very specific goal: maximize revenue by delivering rich, meaningful experiences that turn prospects into customers and customers into lifelong advocates. Shifting from lead-based marketing – only strategies to combined lead and account-based marketing (ABM) strategies has helped many marketers achieve this.
ABM: An Account-Centric Approach
Heinz Marketing
AUGUST 28, 2020
By Michelle Voznyuk , Marketing Consultant at Heinz Marketing. One could argue ABM is no longer considered a “buzzword.” What seemed revolutionary and maybe borderline controversial at first has become widely accepted in the world of marketing today. How do you incorporate ABM into your strategy?
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. Iterate & Optimize Frequently Asked Questions Winning Strategies for Account Based Marketing How do you succeed in account-based marketing?
Let's talk ABM: 6 ways to build buyer experiences with ABM
Strategic-IC
FEBRUARY 6, 2023
ABM succeeds or fails by the accounts that you choose to target. And the beauty of that focus on accounts is ABM’s ability to deliver truly unique, engaging, and personal buyer experiences that regular B2B marketing strategies simply cannot. Lisa is now Chief Marketing Officer at the Arbinger Institute.
8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples
Zoominfo
MAY 21, 2020
They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right. Effective cold email outreach means to find something your prospect values—and something you have in common. When you’re using an account-based strategy.
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Top 10 ABM Insights of 2021
Strategic-IC
DECEMBER 15, 2021
Account-based Marketing has been grabbing lots of headlines this year. This is not surprising as B2B Marketers have embraced ABM in their droves to engage, win, and grow their most important accounts. As you know, we have written a lot about Account-based Marketing this year.
CMO Perspective: Using B2B Data & Data Types for Audience Segmentation
SalesIntel
FEBRUARY 8, 2023
How do you utilize this data for your B2B marketing strategies ? It’s easy– account-based marketing (ABM). The ability to deliver higher win rates by concentrating the time and resources on fewer ideal-fit accounts yields better, faster results. ABM requires technographic and firmographic data.
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7 Enterprise-Level Account-Based Marketing Best Practices
Leadspace
AUGUST 9, 2019
With all the buzz around “ personalization 2.0 ” and customer experience, account-based marketing best practices have received a lot of recent attention. . However, potential spend is not the only reason account-based marketers should focus their sights on enterprise-level accounts. Think about it.
Two CMOs talk ABM
Strategic-IC
NOVEMBER 17, 2022
Alice De Courcy , CMO of Cognism , one of the leading Sales Intelligence platforms, sat down recently with our very own CMO, Declan Mulkeen to talk all things ABM - its past, its present and its future. There is no denying that working for an ABM Agency gives us a unique window into the world of Account-based Marketing.
Let's talk ABM: 7 ways to be customer-centric
Strategic-IC
MARCH 3, 2023
What is ABM without the customer? It’s all in the name: Account-based Marketing. Without an account focus, you’re simply doing marketing – and often, without that relevant focus, it’s the kind that fails to resonate, engage or capture the decision-makers who matter. The answer: nothing. It’s about survival.
11 ABM Questions Answered with Engagement Data
LeanData
APRIL 1, 2021
An account-based marketing (ABM) motion is characterized by personalized outreach to the contacts of a target account, and a key measurement in tracking your success and identifying continuous improvement opportunities is the engagement each account has with your go-to-market (GTM) campaigns. .
How to Master Cross-Channel Engagement with Your Account-Based Marketing Strategy
Adobe Experience Cloud Blog
JULY 17, 2019
Today’s marketers have a very specific goal: maximize revenue by delivering rich, meaningful experiences that turn prospects into customers and customers into lifelong advocates. Shifting from lead-based marketing – only strategies to combined lead and account-based marketing (ABM) strategies has helped many marketers achieve this.
Survey Finds Executional Gap Between Marketing and Sales is Hindering Personalization at Scale for Account-Based Marketing Success
Conversica
OCTOBER 21, 2021
While 87% of marketers and salespeople believe in ABM’s efficacy, only 43% of marketers and 49% of salespeople are using intent data to personalize account outreach as both departments operate in silos. The 227-person study conducted by Renegade was equally split between marketers (51%) and salespeople (49%).
Top ABM Takeaways from TOPO Summit 2019
Engagio
APRIL 29, 2019
TOPO Summit was another huge success in 2019, bringing together the sharpest Sales and Marketing minds in B2B. Before we get into the ABM sessions, it’s worth reviewing the keynote from Scott Albro, TOPO Founder and CEO. Ok, on to the takeaways from the Account Based track at TOPO. Invest in the long term.
Become a Channel Champion with ABM
Martech Advisor
SEPTEMBER 4, 2019
If B2B companies are going to make it in today’s competitive market, they need to optimize their channel partners. Just like your account-based strategy delivers results for your revenue team, here’s how to win the channel with ABM, shares, Latane Conant, CMO of 6sense. Enter: Account-based Marketing.
ZoomInfo x Bain: 10 Insights From Our CMO Event
Zoominfo
NOVEMBER 1, 2022
ZoomInfo’s platform also allows for sales and marketing organizations to work from the same data and develop automated workflows across departments, bridging marketing and sales teams and helping them better target their prospects. ZoomInfo MarketingOS Finally, ABM with data you can trust. Get a Demo 3.
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When ABM Isn’t Working, Part 1
Engagio
OCTOBER 29, 2018
So, what do you do when ABM isn’t working the way you hoped? I asked this question to some of the top ABM practitioners and leaders out there and compiled their answers for this 2-part blog series. “If you didn’t form an ABM Leadership team, consider doing that. . Were the wrong accounts chosen? You get the point.
Top 6 ABM Sessions and Takeaways You May Have Missed at Dreamforce
Engagio
NOVEMBER 13, 2017
It’s no surprise that Account Based Marketing was another hot topic this year at Dreamforce. With more and more companies thinking about moving to an account-based model, they’re demanding more tactical and practical advice for getting started and optimizing their existing ABM efforts.
Prophets of Profit 2019: ABM Experts Predict the Future
Engagio
JANUARY 7, 2019
For the third year in a row, we bring you the “prophets of profit” where we ask some of the top thinkers in B2B marketing what they believe the future holds for Account Based Marketing. These trailblazers offer their predictions of trends in the B2B marketing world for 2019.
Terminus announces updates to AI-driven ABM platform
ClickZ
OCTOBER 18, 2019
Leading account-based marketing platform Terminus recently announced the release of updates to its ABM platform. Added features leverage Terminus’s B2B Account Graph” – a database of company-level digital identities that users access via the platform. Terminus B2B Account Graph Visualization.
8 Ways to Use BASHO Emails in Cold Email Outreach – With Examples
Zoominfo
MAY 21, 2020
They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right. Effective cold email outreach means finding something your prospect values—and something you have in common. Opportunity data helps inform the timing of sales outreach.
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Executives – The Time is Right for ABM
Engagio
AUGUST 20, 2018
In other words, leading organization are using Account Based Marketing to fuel growth. 3 Reasons Executives Must Take a Closer Look at ABM, Now. There are too many compelling reasons to not take ABM seriously. Organizations implementing ABM are realizing the following benefits: 1 – Driving Growth.
Marketers are only using one third of their stack’s capability
Martech
AUGUST 28, 2023
He says research by 2X found that when it comes to things marketers have been doing for a while — like email or events — there are about 10 people with those skills for every job needing them. When you look at the new stuff — like intent data or AI or ABM — it’s 1 to 1 or 2 to 1,” Colosante said. Who is the “voice of the stack”?
Behind the Brilliance with Megan Lueders, CMO of Zenoss
Engagio
AUGUST 1, 2018
Once we hit the topic of “how to start ABM,” the entire room lit up with questions. It was abundantly clear that ABM was on everyone’s mind, yet many were struggling to get started. Here we are two years later, and many marketing leaders are still asking the same questions. Brandon: What does success look like?
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Shorten Your Sales Cycle with Pipeline Velocity Account-Based Marketing Campaigns [Templates]
Terminus
SEPTEMBER 21, 2017
Supporting Sales Pipeline with Account-Based Marketing. With account-based marketing (ABM) , your marketing team should be actively involved in the sales process from first touch until the deal closes and beyond. 3 Account-Based Approaches to Pipeline Velocity Campaigns.
The Top 6 Skills a B2B CMO Needs to Be Successful
Navigate the Channel
AUGUST 29, 2017
The CMO position is finding its way to the head table in many companies. As the hybrid skill set of the CMO become more important to business, the skills that should be prioritized are showing themselves. Product Marketing. As you know, most of your revenue will likely come from your existing customer base.
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How Planful uses customer intent to speed up the B2B buying cycle
Martech
MAY 10, 2022
When Rowan Tonkin joined Planful as CMO three years ago, he faced two main challenges. He knew about their robust reviews program which was initially why he reached out as Planful’s new CMO. Said Bhagat, “We help brands like Planful use what we call downstream buyer intent data to target their advertising and sales outreach.
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ABM Tales: How Consolidated ABM Platform Bets Are Paying Off
6sense
JUNE 14, 2018
Imagine a world where your marketing technology stack consisted of one integrated ABM platform, from uncovering in-market accounts all the way to orchestrating multi-channel, multi-persona account plays. So, what exactly is a consolidated ABM platform? Goodbye, Point Solutions.
Build Your Account-Based Marketing Campaigns with These 12 ABM Plays
Terminus
JULY 18, 2017
Now, savvy marketing and sales teams are shifting to account-based marketing (ABM) in order to turn their best-fit accounts into customers. With ABM going mainstream, we’re hearing lots of questions about how to put it into action. The key is to orchestrate the right ABM plays at the right time.
5 Reasons Your B2B Company Needs an Account-Based Marketing Superhero
Terminus
JUNE 30, 2017
Over the past few years, more and more of that technology has begun to focus on account-based marketing instead of traditional, lead-centric B2B marketing. What is Account-Based Marketing? Account-based marketing (ABM) is all about focusing on accounts instead of leads.
ABM and Sales Velocity: How to Use ABM to Run Pipeline Acceleration Programs
Terminus
NOVEMBER 26, 2019
So how can account-based marketing help with this? Sure, you might know your velocity across individual market segments, but how are you using that information? Sales and marketing teams can work together to identify segments with the best (or worst!) They follow up with phone and email outreach.
Can AI Really Make Go-to-Market More Productive?
Engagio
OCTOBER 30, 2023
It’s great at turning CMO challenges into a lyrical poem , but it’s terrible at math and I’ve never been able to get it to return something that fits a specific word count. Account-Based Marketing (ABM): AI is essential for scoring accounts and identifying buying groups more efficiently than manual methods.
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How COVID-19 is Changing the Future of B2B marketing
Engagio
APRIL 23, 2020
If the economic environment improves over the medium-term, marketing (and, consequently, ABM budgets) will likely increase again. ABM programs have been shown to result in significant improvements in pipeline growth. If economic uncertainty continues, these programs should remain a core element of marketing strategy.
How EverString Found the Force in ABM
LeanData
MARCH 17, 2016
So with that bang for their buck, perhaps EverString could say: May the force of Account-Based Marketing be with you. There’s a reason why EverString has a reputation within demand generation circles as a business implementing an innovative go-to-market strategy with ABM at its center. A quick fix.
Six focus areas keeping B2B CMOs up at night
Heinz Marketing
OCTOBER 10, 2018
Over the past two months we’ve hosted dozens of B2B chief marketing officers for breakfast (including of course bacon ) to share ideas, best practices, hard lessons and priorities for the coming new fiscal and calendar year. Special thanks to Outreach for literally buying the bacon to make these meetings possible!).
How Terminus Boosted Sales Response Rates by 3x with Video
Vidyard
SEPTEMBER 14, 2017
As an account-based marketing company, from the beginning we’ve been focused on personalization and obsessed with finding creative and authentic ways to reach contacts at our target accounts. Terminus has been at the forefront of building a new category around ABM, which has caused some interesting challenges.
3 Ways to Build an SDR Team for Account-Based Marketing [Podcast]
Terminus
FEBRUARY 12, 2018
What does it take for sales development to win as #OneTeam with account-based marketing (ABM)? On the quest for ABM greatness, it’s essential for sales and marketing to be closely aligned. Read on for a recap and the recording, and learn more about our #OneTeam ABM transformation at Terminus here.
Terminus Account-Based Marketing Report – January 2016
Terminus
JANUARY 4, 2016
2016 will be the year of account-based marketing (ABM). We launched our account-based marketing (ABM) platform in March and ended the year with $1 million in annual recurring revenue. We used ABM for events. 2015 was a great year for Terminus. I bet you are asking why we are doing this.
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