As mentioned before, many marketers aim to get as many leads as possible to make a sale; with Account Based Marketing this is very different.
ABM is a type of marketing that uses very specific campaigns in which personalization is the key factor to obtain accounts or specific clients and thus close a deal.
So rather than launching blanket campaigns aimed at appealing to an entire market, ABM is about reaching out to individual accounts based on their unique rights, according to ITSMA, the Information Technology Services Marketing Association.
In B2B businesses, it is rare when decision-making falls on a single vietnam whatsapp resource person, since usually in organizational agreements more than 10 people are in charge of making decisions.
Therefore, Account Based Marketing differs from other forms of marketing in that it is able to recognize each of these people and the business prospects that correspond to each account.
In short, ABM carries out a rotation of the traditional funnel characteristic of Inbound Marketing .
Here’s what it means: Instead of ending a company after filtering out all the wrong customers, ABM starts with target organizations, identifying opportunities early on and working its way to closing the deal.
So, instead of waiting for multiple leads to reach out to you, you target leads from the start, putting all your efforts into converting them.
Therefore, with ABM you don't waste time, as it is a model that is specifically oriented to those organizations that are likely to acquire the product or service you offer. This completely eliminates the "fortuitous capture" characteristic of Inbound Marketing.
So instead of publishing thousands of blog posts and sending out mass emails, ABM practices revolve around creating content and actions aimed at giving experiences to specific people drawn from specific accounts.
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