Kristie Colby says, “Account-based marketing (ABM) is a trending topic in B2B marketing, building in popularity over the past few years. In 2016, more than 70 percent of B2B companies had staff dedicated to ABM programs, compared to just 20 percent the previous year, according to a study by SiriusDecisions. In 2017, B2B marketers are looking to refine their approach, leverage new tools, and better focus their investment on critical key accounts.

The concept of ABM hinges on the convergence of Sales and Marketing — two historically divided sectors — working together to define key accounts and develop campaigns designed to engage target prospects. A successful ABM program involves building brand awareness, engaging target prospects and growing customer accounts, all in a highly targeted fashion.

Sales & marketing success metrics

With ABM programs, Sales and Marketing share goals, create cross-departmental assets, and execute against a unified strategy. Companies that already have a strong alignment between Sales and Marketing have an advantage when implementing successful ABM programs”.

B2B marketing tips for an effective account-based marketing (ABM) strategy

Martech Today

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