In the third stage of the ABM funnel, engage your target accounts with personalized content and messages. You build relationships with decision-makers and influencers through one-to-one interactions.
When you’re trying to engage with decision-makers, it’s important to remember that they’re probably very busy people. You need to engage with them in a way that is respectful of their time and meets their needs.
Start by getting a good sense of what they’re looking for. Then, reach out to them and provide helpful information relevant to their needs. Once you’ve established a rapport, stay in touch and continue to provide value.
Doing this will build strong relationships with decision-makers, leading to new business opportunities.
Differ from the New ABM Funnel?
In the fourth stage of the ABM funnel, you turn your target accounts into advocates for your brand. You create loyalty and evangelism by providing an outstanding customer experience. Advocates are customers willing to serve as references or promote your brand to their networks.
To turn your target accounts into advocates, you must deliver VP Quality Email Lists an exceptional customer experience at every touchpoint. It includes pre-sale interactions, such as marketing and sales communications, and post-sale interactions, such as customer support and success.
Sales and marketing teams should design every interaction to create a positive impression that will encourage customers to recommend your brand to others.
The traditional sales funnel is a time-tested way of managing the sales process, from generating leads to closing deals. This model starts with awareness and moves through interest, desire, and action.
However, because it is too linear, one of the biggest drawbacks is that it can be rigid and inflexible. It doesn’t consider the complexities of the modern buyer’s journey, making it difficult to adapt to changing customer needs or market conditions.
According to Forrester Research, “ABM is not a new form of marketing, but rather a fundamental shift in how marketers approach and operate their programs.”
The ABM funnel starts with account selection and moves through engagement, conversion, and retention. This model considers buyers more likely to convert when they’re already engaged with a company.