Account-based marketing is now the gold standard for outreach and engagement for many revenue teams. More organizations than ever have either already shifted their focus from leads to accounts, or are in the process of doing so.
Whether you’re new to account-based marketing or are looking for a refresher to level up your sales team’s ABM approach, here’s a collection of “ABM 101” blog posts that can help your revenue team find its footing in the new year.
4 Common Challenges of Account-Based Marketing — and How to Avoid Them
ABM newcomers often think that implementing and operating an account-based approach is practically turn-key. It isn’t — at least not in the early days of your program. Learn how to recognize and avoid the most common early-stage ABM implementation challenges in this blog post.
How ABM Makes Sales Conversations More Relevant, Persuasive and Impactful
Sales interactions are often riddled with uncertainty, which can expose deals to risk when real-time sales conversations aren’t aligned with the rest of your marketing efforts. However, ABM platforms have capabilities that fill those knowledge gaps and lead to more impactful sales conversations. See how in this blog post.
Content Avalanche! How to Enrich — Not Engulf — Your Customers With Information
High-quality content is key to an ABM approach because it educates prospects and helps them make informed buying decisions. But much like any other good thing in life, too much of it can be a bad thing. Find out how to avoid overwhelming your customers with too much information in this blog post.
ABM Personalization: A Crash Course On How to Do it Right
The beauty of ABM is its ability to convey the right message to the right business audience at the right time through the right channel. Personalization is an impactful and efficient way to achieve this. But what is personalization? How much content personalization is enough to be effective? And how do you get started? Read this blog post to find out.
Getting Back to Basics with ABM Segmentation
Modern revenue technology platforms offer audience segmentation capabilities that are mind-blowingly precise and effective, but they can be overwhelming for ABM newcomers. Check out this post to discover the fundamentals of ABM segmentation, and a simple method for creating effective segments.
3 Common Friction Points During the Buyer’s Journey (and How to Prevent Them)
For revenue teams that haven’t yet embraced ABM, their salespeople must navigate around obstacles that put deals at risk. If your revenue team is experiencing some friction, check out this post to learn how modern ABM best practices and platforms can help.
A Powerful Combination: ABX & Personalized Website Content
ABM delivers impressive results because it helps revenue teams convey the right message through the right channel. One of those channels is your organization’s website. Read this post to learn not just how to personalize it, but why you need to personalize it to drive revenue.
How to Win Over Buyers with Modern Account-Based Advertising
B2B buying is changing fast, and it’s practically impossible to reach the right buyers using traditional methods — including digital ads. But with an account-based advertising approach and the right tools, your revenue team can generate the kind of engagement that can supercharge conversions. Learn how in this blog post.
Revenue Operations 101: What Is RevOps, and Why Is It Important?
RevOps, or Revenue Operations, is a fast-growing role in the tech industry, especially in organizations that embrace ABM. But is it just a slick, new name for sales operations, or is it something different? And most importantly, is this something that your org needs? Read this post to find out.
What Is an In-Market Ideal Customer Profile, and How Can It Transform Your Revenue Team?
What if your revenue team could ditch contact forms and cold calls, while predicting with ultra-high probability which accounts were likely to convert, and when? It’s not a dream. Read this blog post to learn about a unique approach to account targeting called In-Market Ideal Customer Profiles, and how to create them.
Bonus Content: A Deep Dive Into the Dark Funnel
Anonymous buyer activity is taking place right now in a mysterious data-realm we call the Dark Funnel™. Shining a light on this intent data can help you connect with in-market prospects at the right place, at the right time, in their respective journeys. Check out this interactive ebook to learn more.