From “Who’s interested in my products?” to “Whom should we sell to?”
Unlike traditional marketing, one size does not fit all. With ABM, your engagement efforts target key buying influencers from accounts that resemble your company’s ideal customer profile.
ABM entails specificity, personalization, and targeted strategic planning for each account to help your company build a better brand reputation and long-lasting client relationships.
ABM is insight-driven and employs the most effective strategies from both demand generation and targeted prospecting. To make these strategies work for your company, you need to alter your mindset:
- From focusing on your company’s goals to being buyer-focused.
- From product-propelled to people- propelled.
- From the number of interactions and accounts to quality content that provides real, valuable utility to the buyer.