The new trend for B2B marketing is all about Account Based Marketing. We can say, the contemporary name given to B2B marketing is ABM. Many market researchers suggest adopting modern ABM practices instead of conventional marketing initiatives to generate higher ROI.
But have you wondered why ABM is skyrocketing, why marketers are adoring ABM?
- ABM is extremely Productive
- It flips the conventional sales funnel
- Narrows the leads in the beginning and provides quality leads only
- It gives importance to individual account
- Sales and marketing teams collaborate and work well
- And very predominant point is, ABM helps you generate more revenue.
Let us put some light over the very exclusive and yes! The dearer point of every businessman, that is REVENUE.
How to generate more revenues by adopting ABM?
Here are the 5 ABM points which can help B2B marketers gain more revenue if implemented perfectly. B2B marketers, let us get ready for our ABM revenue generation tour.
1. Spy On RIGHT Targeted Accounts
First of all, you need to get your spreadsheet ready with the column titles. Like, what accounts you are exactly targeting to and what parameters decide your targeted accounts?
For instance, define company size, location, profit margin, opportunities, yearly revenues, and more.
So, decide on your accounts you want to go after. This requires an accurate database, which can be denuded by correct researches, this extraction should be of qualitative and quantitative both.
If you have the right data it sets the seal on, that you are heading the right holy grail. The right target accounts are the building block of your revenue tower.
2. Focus On Multiple Decision Makers And Influencers
Gone are the days for targeting only individual decision-maker. Nowadays, the definition of targeting the right account is changed. Now, you have to prey for multiple influencers or decision-makers of the company, and this happens with most of the accounts. No one is stick to the single influencer.
This has to happen because each card plays its own role in benefitting the company. What I mean to say is, every authorized employee has its set of say, coercion, or ideas to decide which solution fits perfectly to a particular service.
Hence, businesses cannot think of sticking to a single decision maker. Your ABM plan should inscribe the picky aspects of selling the ‘lot’. You should understand the pain-points of their business and then educate them, about their problem areas constructively!
3. Converse To Convert
Yes! the beauty of ABM is personalization. Unless you do not communicate effectively your marketing lessons are incomplete. Learn to enchant by communicating.
Long gone are the days, when there was a call script, or set answers to queries. You need to incorporate the personalized touch in every content you send and every conversation you do.
You must understand the stakeholders’ picky points and address them effectively, try to build his trust. That Yes! he is the one who can resolve the particular issue. For this, you can send personalized messages and emails. ‘Right’ engaging content is set only when sales and marketing teams work together. Think about this.
4. Right Content Requires Right Channel
If your content is not knocking the right channel it is of no use. You need to understand the importance of the right channel. Your ABM strategy may fail due to this. Your ABM campaign is all set but if you are opting the wrong path for it may create a huge mess.
How to choose the right channel?
Study and spy. What are the platforms, your stakeholders love the most? Understand their persona whenever they are spending time on social media platforms. Do they like Facebook, LinkedIn, Twitter, Instagram or any other? Identify and act.
5. Sales And Marketing Teams Under One Roof
Have you observed that these teams always work for the same goal? Then why can’t they work together?
If they work jointly they can provide inputs to each other and this will amplify our efforts for achieving our business goal and ultimately yes! the Revenue.
Many surveys report that ABM aligns these two teams perfectly and builds an excellent ABM campaign, so is OnlyB2B.
According to the researches obtained from, content marketing institutes and LinkedIn, 81% of the marketers from prominent companies allied with the sales team and reported satisfying results.
Read More – 6 Key Performance Indicators To Track Your Account Based Marketing
The Account-based marketing is the trendiest thing going in the B2B market. Many reports and surveys suggest implementing ABM to gain more revenues and also it is more evident to many businesses. ABM’s most important point is that it flips the sales funnel because of which only the quality leads get down in the funnel.
Another vital point of ABM is, it aligns the sales and marketing team. This makes businesses achieve their goal effectively. Most of the marketers are yielding great revenues for their business. You can try implementing Account-Based Marketing and let us know your experience.
Vikas Bhatt is the Co-Founder of ONLY B2B, a premium B2B lead generation company that specializes in helping businesses achieve their growth objectives through targeted marketing & sales campaigns. With 10+ years of experience in the industry, Vikas has a deep understanding of the challenges faced by businesses today and has developed a unique approach to lead generation that has helped clients across a range of industries around the globe. As a thought leader in the B2B marketing community, ONLY B2B specializes in demand generation, content syndication, database services and more.