Account-based marketing is a robust approach to B2B marketing in which the marketing and sales teams work together to make the most likely targeted customers. Nowadays, there is no information scarcity, and we can easily target potential customers. However, to reach the goals, the marketing team should strategically make decisions that blend the knowledge of sales and marketing to attain potential customers and close the deals with high-value costs.
Traditional B2B marketing has many drawbacks. In the current B2B marketing, Account-Based Marketing plays a vital role. The larger B2B companies that target a larger audience prefer this type of Marketing. This practice makes use of personalized campaigns to engage with specific accounts. It is an aligned model of an organization’s sales and marketing team that helps unite the planned marketing efforts with defined sales goals. Feedback from sales makes it easy to find potential markets.
Benefits of Account-Based Marketing
Personalized approach
Taking a personalized approach other than a generic approach towards the customers helps understand targeted accounts. A clear understanding and studies will help the marketers personalize the campaign, resulting in high-profit deals.
Aligned model of Sales and Marketing
This Marketing promotes marketing teams and sales teams to work together. This helps to identify the design of the targeted account a personalized campaign for them.
Faster Sales Process
Traditional purchase decisions involve many steps, slowing down the entire sales process.
More successful conversations
This marketing strategy and advertising to reach potential accounts will help the sales team have a successful conversation. By advertising, the companies will get a message before the sales team discusses reports.
Tips for an excellent Account-Based Marketing
Good communication among teams
It is essential to align the teams from the beginning. Excellent communication is a base for account-based solid Marketing. This means aligning the sales, marketing, and service teams from the start. In addition, the internal teams should be trained in entire lead management and better understand the customer lifecycle.
Prioritize and engage the accounts.
The primary step of this marketing is finding out accounts with high revenue potential, finding such accounts, and keeping them engaged in the main task. Then, with the help of the lead management marketing team works with the sales team and decides on the content to be communicated. Then, using the insights from campaigns, the sales team provides solutions respective to the need of an account.
Be patient and keep building.
Consider these questions to evaluate the process: How well do you understand the customers? Is there good communication between the Sales and Marketing teams? What is the status of the technical tools used? Does anything need an upgrade?
If these evaluation processes give satisfactory results, your approach to this Marketing is correct, and results will follow.
Are you looking for a customized solution to effectively manage all the marketing tasks? Then, please feel free to take a consultation call with the Salesforce experts of the registered Salesforce Partner CloudVandana to get started.
Atul Gupta is CloudVandana’s founder and an 8X Salesforce Certified Professional who works with globally situated businesses to create Custom Salesforce Solutions.
Atul Gupta, a dynamic leader, directs CloudVandana’s Implementation Team, Analytics, and IT functions, ensuring seamless operations and innovative solutions.
