Benefits from an Account Based Marketing Strategy Include

Efficiency

ABM focuses time and resources on accounts most likely to drive revenue
It’s a “zero waste” strategy that targets 100% of your time, budget and effort on the named accounts your company decides have the greatest potential.

Big Wins

AMB deal sizes are bigger
An ABM success can outweigh dozens of smaller deals sourced through traditional demand generation. And ABM deals can be bigger than normal “key account’” selling too: they’re more likely to have buy-in from a wider team, to lock out or constrain competitors, and to reach higher into the account. When ABM wins, it wins big!

Close Rates

ABM increase the close rates of your toughest deals
Research shows that this systematic discipline significantly outperforms the more ad hoc or unaligned approaches of the past. Some of our clients see a whooping 300% higher close rate for targeted enterprise accounts and a 166% higher close rate for mid-marketing accounts when ABM is used.

Acceleration

ABM deals proceed faster
Because they actively target all of the buying influencers and decision-makers – instead of leaving hidden influencers to chance – ABM deals move faster and encounter fewer roadblocks.

Alignment

ABM tightly integrates your sales and marketing teams
By definition, ABM requires sales and marketing to focus on the same accounts with clear and agreed upon criteria. Sales highly values any marketing team that spends its budget gaining traction in named accounts.

Sales excellence

ABM enables the challenger sale
Sales wants to have challenger sales conversations that teach differentiation and tailor for resonance. ABM provides the ideal strategy and framework for this – and delivers the account insights that help make it happen.

Customer experience

ABM delivers the consistently relevant experience that customers demand
The highly personalized nature of the discipline means that all interactions are synchronized across channels and highly targeted to maximize relevance. You look like one company with a single, compelling story.

Account penetration and expansion

ABM guides intelligent account expansion at existing customers
Instead of the embarrassing SDR call that treats a long-time customer as a new lead, ABM delivers smart, personalized account development for a greater share of wallet and higher margin.