The Golden Rule for Data Sales Frameworks: Account-Based Marketing is King
The world of B2B sales is ultra-competitive and extremely complex. Unfortunately, it is not going to get any easier any time soon. The size of purchaser committees is larger than ever before, which means that you might have to sway multiple parties to close that B2B deal you’re counting on.
To overcome these challenges, your B2B company needs to adhere to rule number one of data sales frameworks. The golden rule is that account-based marketing is king in the B2B industry. In fact, more than 9 out of every 10 businesses now have an ABM program.
Not sure what ABM is or why you should be using it? You’ve come to the right place! The ABM experts at Insights ABM have composed this helpful guide to ABM and data-driven sales.
Insights ABM is an account-based marketing agency in Dallas that specializes in digital advertising to increase ROI, and grow brands.
But enough about us. Let’s dive into data-driven ABM and find out how it can help you grow your B2B company.
What is ABM?
Account-based marketing is a unique strategy that is designed specifically for B2B companies. It focuses on creating a synergy between sales and marketing teams to open the door for new growth and account acquisitions. Both departments work together to create tailor-made content that is targeted at high-value B2B accounts.
Traditional digital advertising focuses on reaching far and wide in an attempt to connect with businesses. While this approach can work, it tends to produce low conversion rates for B2B companies.
ABM allows your team to take a more personalized approach and build lasting relationships with accounts that will be valuable to your company.
Account-based marketing is a great option for all B2B companies, but it is particularly useful when it comes to data sales. This is because the quality of your product or software may not be immediately evident.
Clients want to see your product in action so that they know it is right for their business needs. The wide net used with traditional marketing does not give you the opportunity to highlight the unique services that you provide.
ABM offers many benefits to data sales B2B companies, including:
The Ability to Get Personal
Perhaps the biggest draw of ABM is that it allows your sales team to get personal. After you have picked out a high-value target, do your research. What software are they currently using and why is yours a better solution? What product do you offer that fits within their budget?
Once you have answered these questions, you can create unique sales content that addresses these needs. Your prospective B2B client will appreciate your efforts and will also see why your software is a good fit for their company.
A Targeted Approach
Account-based marketing allows your sales team to target accounts that are a good fit for your company. This leads to a more natural progression through the sales funnel. You will not be fielding calls from dozens of companies that do not have a need for your software.
Your marketing and sales staff will be able to focus all of their energies on qualified leads. This will lead to increased profitability, a shorter sales cycle, and improved conversion rates.
Elimination of Waste
When you attempt to reach any and every B2B lead, digital marketing can be quite costly and inefficient. By narrowing your efforts to focus on qualified leads, you can save time and money. ABM allows tech startups to make every marketing dollar count, which is essential for a company in its early stages.
As you can see, there are many benefits to ABM for B2B data sales. However, implementing your own program can be quite challenging. If you want to ensure the success of your ABM program, consider partnering with an account-based marketing agency that specializes in this type of advertising.