Combining abm (account-based marketing) strategies for b2b companies

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Don't know how to attract more customers, how to generate more sales opportunities? This can usually be due to a lack of sales prospecting, a lack of building trust relationships with your potential customers. Today we will talk about how to use ABM or Account-Based Marketing to convey the right message to the right audience and thus generate greater benefits.

Account-Based Marketing, B2B strategy
The account-based management (ABM) technique for B2B companies is aimed at achieving a high level of personalization of the content provided to different potential clients. Marketing teams and departments try to precisely segment each type of client, that is, they try to provide the content that interests or that the potential target audience needs , which has a direct impact on the return on investment , or ROMI (Return Of Marketing Investment) .

Ultimately, ABM aims to achieve excellent correlation and development between sales teams to optimize sales results, but this B2B strategy does not only aim to sell, but rather to generate trust. However, how is it generated? It helps a lot to personalize the messages and content provided by the company according to the target lead , the timing and the solutions or services to be prospected.

ABM marketing example

To position, promote and disseminate a purchasing bosnia and herzegovina whatsapp data management solution, we must begin by creating target groups of companies, segments that differentiate these companies according to their sector of activity, location and size, that is:

A company in the fashion sector may be interested in the solution, but the prospecting will have more impact if the message highlights the advantages or success stories for the fashion sector (sizes, colours, fabrics, etc.). On the other hand, these details will matter less, or not at all, to a company in the metallurgical sector.

This is what ABM marketing is all about.

Advantages of ABM for B2B
B2B ABM is born from the need of marketing companies to find more efficient ways to attract customers, since in the B2B market, the goal is not only to attract leads , but also to build a relationship with potential customers. In this sense, ABM marketing allows B2B companies to obtain a series of advantages:

Improve coordination between sales and marketing : Using ABM allows both departments to end up using the same metrics.
Personalization of content and commercial message : this B2B strategy segments services and products according to the target and timing .
Increase customer retention rate
Improved return on investment (ROI) as well as marketing investments (ROMI).
Optimize future strategies based on the results obtained.
Objectives of Account-Based Marketing
Combining B2B marketing strategies with account-based marketing techniques maximises the number of leads generated and thus improves conversions in each phase of the sales process. Now, what objectives do you intend to achieve within the B2B company? We find the following:

Targeted leads : customization of the lead target for each client and project.
Timing : personalization of the message and content according to the seasonality and temporality of the target audience.
Improving results between marketing and sales: these strategies allow for a correlation between the sales and marketing departments, and many more, etc., within the B2B company.
Segmentation of different types of clients : ABM marketing must provide the service, information or tools that each potential client needs at each moment.
Reduced conflicts and increased efficiency : ABM marketing service enables internal departments of the B2B company not to go to “war” and not to lose many resources and opportunities, since through this technique, the departments share the same objective and the same sales metrics.