First, know your Ideal Customer Profile (ICP) inside out. The better you know your ICP, the easier it is to find and reach them. Your ICP includes company size, location, industry, need, budget, and authority. When you know your ICP, you can craft targeted messages that resonate and generates results.
Second, use technology to reach and engage your ICP at scale. Many great marketing automation platforms and ABM software can help you reach and engage thousands of prospects simultaneously.
Third, make sure you have alignment between sales and marketing. Without alignment, your efforts will be in vain.
Fourth, create personalized experiences for your ICP. The more relevant and personalized your content is, the higher the likelihood of conversion.
Fifth, measure everything and continuously optimize your VP R&D Email Lists campaigns based on data. What gets measur gets improv.
How to measure the success
There are a few key metrics you can use to measure the success of your account-based marketing campaigns:
- Account Engagement
How much did each target account engage with your content and messaging? It can be measur using website visits, email opens, or form submissions.
- Pipeline Impact
What was the return on investment of your account-based marketing campaigns? You can measure this by calculating the cost of your campaign versus the revenue generated from target accounts.
The Roles of Marketing
Marketing’s job is to create awareness and generate leads. Sales’ job is to qualify those leads, turn them into opportunities, and close the deal. It’s that simple, and it has always been that simple.
Every company needs a marketing and sales team, but their exact roles can vary based on the product or service being sold, the company’s size, and the company’s growth stage.
For example, in a startup, the sales team might be focused on generating as many sales as possible, regardless of whether or not the customer is a good fit for the product. However, as the company grows and matures, the focus shifts to quality over quantity, and the sales team becomes more selective about which leads they pursue.