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The Ten Essentials of Account-Based Marketing

Account-based marketing (ABM) is essentially flipping the inbound methodology on its head. Instead of starting with prospects who have demonstrated interest in your company and then determining fit, with ABM, you start by determining high-fit companies to go after. With inbound, you attract, engage and delight prospects. With ABM, there's an additional step at the beginning: identify.

There are a lot of moving pieces that go into successful Account-based Marketing (ABM). You can use our checklist to make sure your teams, your strategy and your technology are all in check.

The fundamentals of account-based marketing:

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Identify ABM starts with choosing the right types of companies that your product or service is the ultimate fit for.
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Attract Sales and marketing work together to bring prospects from your target accounts to your website
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Engage Give prospects a hyper-personalized experience and from start to finish to generate interest and ultimately move them through your sales funnel.

Research icon 1. Identify and research accounts The first step in an ABM strategy is to develop a list of target accounts. That list should consist of companies that meet your ideal customer profile and have bigger opportunities associated with them. Collect as much information as possible about each company. Team icon 2. Structure your team ABM success takes collaboration from both sales and marketing. You can dedicate certain reps to focus on ABM, or you may choose to have the entire sales team dedicate a portion of their day. Your marketing team will also need to allot time to supporting ABM with content creation and advertising. checklist-icon-tech stack 3. Prepare your tech stack The technology your teams are using can enable them to be efficient and successful with ABM. Consider adding tools like a CRM, data sourcing/enrichment software, an advertising platform and reporting software to your tech stack prior to kicking off your ABM strategy. Map icon 4. Complete account mapping When you have identified a company to go after, your reps should learn as much as possible about the people at that company and the different buying roles and personas they may come in contact with during the sales process. Icon marketing content 5. Create marketing content Marketing’s role in the ABM process is to help bring target accounts into the funnel through paid advertising and enticing content offers. They should be creating contextually-relevant guides, e-books and other premium content offers that address prospects’ pain points and challenges. Target icon 6. Set up targeted paid advertising Paid advertising is one of the most efficient ways to get individuals at target accounts to come to your website. By serving contextually-relevant display ads on LinkedIn, Facebook and the Google Display Network, you can better attract and engage your intended audience. Personalized content icon 7. Personalize the user experience Every interaction your prospects have with your company needs to be personalized and intentional. Some of the elements you should consider personalize for those target accounts are chatbots, video outreach, emails and landing pages. Sales enablement icon 8. Draft sales enablement content Creating content that your sales reps can use during the sales process will help them move target accounts down the funnel faster. This content should include battle cards, one sheeters, solutions presentations and case studies. Tools icon 9. Build sales tools When a target account converts on your site or says they are ready to speak to your sales team, timing becomes critical. Building out email templates, sequences and playbooks for your sales reps will help them craft their outreach faster and give them guidelines to follow for cadence. Reporting icon 10. Measure your success You need a system to measure and track the progress and success of all your efforts. Review metrics like target accounts by rep, activity totals, account engagement, sales team follow-up for target accounts and target account deal progression.

“The New Breed team feels like family to us at this point. They are a highly talented group of individuals and their passion shines through every meeting with have with them. It is abundantly clear that they take Tricerat's success extremely seriously.”

Hannah Byrne | Chief Operating Officer | Tricerat

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