A Few Tips for Businesses to Improve Their Account-based Marketing Approach

A Few Tips for Businesses to Improve Their Account-based Marketing Approach

For optimum results, ensure that your data is clean and accurate. Choose only a reliable data entry service to convert all data with utmost accuracy.

Managed Outsource Solutions 8596 E. 101st Street, Suite H Tulsa, OK 74133

Account-based marketing (ABM) allows marketing teams and sales organizations to work together to identify target accounts, craft customized campaigns, and work together to align and move individual accounts through the pipeline, both before and after lead conversion. It is a business strategy that focuses resources on a set of target accounts within a market.

Account-based marketing cannot succeed with just any data. So before heading first to the strategy it is important to collect all data, and convert it into digital format with a document scanning service. With quality data, you can build a strong foundation for your ABM strategy.

Account-based marketing is an increasingly popular approach for B2B companies that target larger accounts. According to a recent Sirius Decisions report, 89% of organizations said ABM-targeted accounts achieved a higher ROI and 91% say deal size is larger. Although ABM approach is used for targeting enterprise-level business, it is now widely used for reaching small and mid-sized businesses (SMBs) whose contacts can be more challenging to identify. With intent monitoring and quality living business contact data, B2B marketers can identify decision-makers who are ready to buy now and net-new prospects through audience mirroring. So here are four data strategies to do so: 

Utilize intent data to find prospects who are ready to buy: Identifying the buying signals of a customer can easily be recognized by a professional salesperson from their way of nodding the head or asking questions. But in this present digital marketing world, it is important to know the online behavior of your customers.

However, with the intent data captured with the help of IP addresses and third-party cookies, it becomes easier to find prospective buyers.

The ABM approach allows

marketers to deliver personalized campaign at scale, including email, content marketing and programmatic advertising to prospective buyers who have shown defined purchase intent signals. 

Zero in on targets with IP address matching and contact data: For personalized ABM campaigns, marketers can zero in on specific individuals in a company by connecting intent data to quality business contact data through company IP address matching.

This helps you to find out the right prospects to target within the company and avoid waste of money on making irrelevant decisions. Company-to-contact IP address matching needs third-party data resource that provides both a high degree of accuracy and high volume. Therefore it is important to choose a reliable data provider. The best way to boost your ABM targeting efforts is by focusing on data compiler firms that

www.managedoutsource.com

(800) 670 2809

specialize in providing a high volume of email contact. Some providers even have around 40 million validated B2B email records available, mostly those of SMBs. 

Find out net- new prospects using audience mirroring: Intent monitoring and business contact data can be used to identify net-new prospects also. You can find your prospects and build campaigns targeted to their needs as well as find similarities between those accounts. You use the information to search for similar companies and decision-makers. The process is called audience mirroring, which is an effective strategy to find qualified leads and drive growth.



Make sure that your data is clean: The base of these strategies is quality data, so it is important to ensure the accuracy of data. All contact data tends to get outdated with time when people move, change jobs or get promoted, and using corrupt data is a waste of time and money. So begin your ABM approach with clean data. As you navigate the data, it is best to ensure that the data is accurate with database cleaning.

Quick 5 Steps to Implement ABM approach 

Determine your high value target accounts that have the potential to contribute the most to the revenue of your company.



Conduct research on those accounts and find out the customer needs, pain points and where they are in their customer journey.



Develop customized marketing campaigns using information you learned in the research phase to inform your strategy. Build creative assets that will resonate with the target account.



Run your customized marketing campaigns to the target account.



Measure your customized marketing campaigns by analyzing the data and find out how your campaigns are performing.

ABM approach is useful for businesses to find targeted audience campaigns across social, email, programmatic display ads etc. it becomes even more effective by combining intent monitoring with quality business contact data to identify the target audience. However, to gain optimum results it is important to ensure that your data is clean and accurate. So, make sure to choose a reliable data entry service that can convert all data with utmost accuracy and precision.

www.managedoutsource.com

(800) 670 2809