
Mastering Account Penetration: Four Essential Tactics for Sales Success
Account penetration is a useful metric to determine how effective your sales and marketing strategies have been. This article provides tips on how to improve that metric.
We've all been the newbie at some point, but what if we could share tips to help jumpstart an ABM journey? Here are four tips to help avoid mistakes that ABM rookies make: 1) Not including context in your sales activations, 2) Not treating different intent data signals differently, 3) Failing to remember the humans behind the signals, and 4) Ignoring your customers.
Providing context with your sales activations and equipping reps with who, what, and when will allow reps to engage with hot accounts. Treat signals differently depending on type to identify which accounts are ready to move on. Remember that behind every intent signal is a human and provide value to help them demonstrate ROI.
Finally, don't forget about current customers - use signals to identify intent for new services and run ads and campaigns that explain how current offerings can address pain points. Stop the guesswork and start targeting the real people behind intent data signals.
Four Intent Data Mistakes ABM Newbies Make
Don't worry ... it's FREE!
Account penetration is a useful metric to determine how effective your sales and marketing strategies have been. This article provides tips on how to improve that metric.
Financial services companies are essential, but the industry has faced many setbacks in recent years. Using account intelligence, those organizations can take back control.
Not many people talk about "going into the office" anymore because so many offices are at home. Marketers need to refine their targeting strategies accordingly—to reach beyond job-related channels and meet prospects as they engage in everyday activities.
A third of B2B marketers who use account-based marketing (ABM) say they have seen a return on investment of more than 50% from the strategy, according to recent research from Demand Spring.
Is your ABM strategy following deals through close, or is it focused only on the top of the funnel? If the latter, your strategy is actually limited to tech and demand gen instead of true ABM.
Is traditional ABM strategy enough in the age of B2B buying groups? Groups are made up of individual people, this article argues, and it's time for ABM to address each person's buying journey.