10 Account Based Marketing benefits to help your business sell more using ABM
In this article we talk about the main benefits of the new b2b sales method everyone is talking about called so are you ready for to hear about the benefits of ABM!
1. Improved Customer Acquisition
ABM is a shiny, new name for B2B enterprise sales at scale using personalisation and nurturing of customer prospects. ABM lets integrated marketing and sales teams cut down on poor leads that go nowhere and shines a greater spotlight on customer acquisition, making integrated teams stronger.
2. Faster Processes
Multiple stakeholders are involved in making a final purchase decision. This slows down sales processes and increases costs. ABM is unique in that it allows you to nurture your primary decision maker, along with all relevant prospects, thus speeding up the sales process.
3. Shorter Sales Cycles
Through the use of ABM companies can obtain shorter sales cycles by eliminating unqualified prospects early in the outreach campaign. Integrated sales and marketing teams can then focus their energy on the prospects that they are statistically most likely to win and provide a better service to those prospects.
4. Focus on ROI
One of the main account based marketing benefits is much more precise, personalised and measurable than general B2B sales methods. ABM provides the highest ROI among B2B sales strategies while providing less wastage and risk. The approach makes it easier to integrate sales with marketing and it’s that integration that gets results.
5. Get Personal
ABM gives integrated sales and marketing teams the opportunity to create more personalised messaging for specific customer persona types. When approaching a specific prospect, it’s vital to focus effort creating relevant content which provides value for your prospects.
6. Better Analytics
Although ABM costs more to implement, the big advantage is that there are far fewer metrics you’re keeping track of. This makes goal setting easier.
7. Data-Driven Decisions to Align Sales And Marketing
Account-based marketing improves communication and creates an integrated sales and marketing team. Marketing traditionally plays at the top of the sales funnel to create demand and build awareness while sales teamss want qualified leads they can close. ABM gels these two motivations together into one efficient process.
8. Efficient Use Of Resources
ABM integrates and structures your teams efforts on key prospects to drive the most revenue. With this focus you can optimise your most valuable resources: i.e your teams time and money.
9. Trust-Based Relationships
ABM allows you to communicate how you can help your customers by providing high quality and relevant information via blogs, white papers and social media. Clients are attracted to you for answers and when they find them, they learn to trust.you. Once trust is built, sales will come. And that’s why account based marketing benefits are so important
10. Stand Out From The Crowd
Viewing each account as a user group of one enables you to differentiate your work in a manner that can’t be mimicked by competitors. ABM enables companies to create a direct dialogue that excludes the rest of the competition
11. Be The Expert
ABM makes you think on a more personalised level and gets you to know your audience. By familiarising yourself with a set persona group or segment and their intent and behaviours, you’re building serious category and industry expertise.
12. The Right Target, The Right Leads
ABM is very effective sales methodology because how it scores the right leads as opposed to being a quantity over quality game.
We hope you enjoyed out list of account based marketing benefits. I’m sure you’d now agree, why would you waste your time with any other enterprise B2B sales system. If you’d like more do read out article on the 5 benefits of ABM.
The Rainmakrr team