A Digital Growth Agency
Account Based Marketing
Are you looking for business growth? Would you like to attract more leads? Have you heard of account-based marketing? Are you still trying to figure out how it works? Stop wondering! You have come to the right place! This article will teach you what you need to know about B2B digital marketing and what it does for your business.
Acebo Digital Marketing, is a B2B growth agency focused on account-based marketing. We bridge the sales and marketing gap to build relevant engagement with key target accounts. We generate and nurture target accounts based on contextual marketing and relevant communications.
How does it sound? Well enough? Keep on reading!
Account-Based Marketing Overview
Account-Based Marketing (ABM) is a B2B marketing strategy that focuses on high-value and specific clients or accounts. It targets each of them using a personalised 1-to-1 insight-driven marketing approach combined with sales knowledge. That way, you can increase awareness of your brand and drive digital growth to its fullest. Account-based marketing can also help grow your existing customer relationships through service, upsell, and cross-sell opportunities.
What Account Based Marketing Can Help Solve:
Sales team not accepting or following up with leads
The marketing team provides many qualified leads to sales, but the sales team does not actively follow up or accept them as leads.
You receive many leads but low conversions
Only a tiny portion of your leads become part of the pipeline.
You receive low-value leads
The leads you receive are not the high-value ones you wish to get.
Lack of nurturing
You close deals but struggle to maintain long-term customer relationships and deliver personalised engagement at scale.
Not using your data to its fullest
You have lots of customer data but are not sure how to best use it. You have to create engagement with your prospective clients during their digital customer journey.
Aligning budget with growth
You have a limited marketing budget and want to make the most of it.
Account-Based Marketing Overview
Account-Based Marketing (ABM) is a B2B marketing strategy that focuses on high-value, specific customers or accounts and targets each as a market using a personalized 1-to-1 insight-driven marketing approach, combined with sales knowledge, to increase awareness of your brand, forge relationships and drive growth to it’s fullest. Account-based marketing can also help grow your existing customer relationships through service, upsell, and cross-sell opportunities.
What Account Based Marketing Can Help Solve:
Sales team not accepting or following up with leads
The marketing team provides many qualified leads to sales, but the sales team does not actively follow up or accept them as leads.
You receive many leads but low conversions
Only a tiny portion of your leads become part of the pipeline.
You receive low-value leads
The leads you receive are not the high-value ones you wish to get.
Lack of nurturing
You close deals but struggle to maintain long-term customer relationships and deliver personalised engagement at scale.
Not using your data to its fullest
You have lots of customer data but are not sure how to best use it. You have to create engagement with your prospective clients during their digital customer journey.
Aligning budget with growth
You have a limited marketing budget and want to make the most of it.
Who is Account-Based Marketing For?
Account based marketing is suitable for any B2B organisation or industry, from big companies to small and medium-sized businesses. It is perfect for those that need to influence multiple stakeholders in their sales process. Engineering and manufacturing firms, IT, Tech and Software companies, system integrators, Enterprise SaaS companies, consulting, healthcare, corporate hospitality, and service providers are some sectors that use ABM successfully.
Consider ABM if your B2B company has the following:
-
High value/complex solutions offerings and a long lifetime customer value.
-
The aim to target high-value, large clients or deals
-
Longer sales cycles and buyer journeys.
-
The need to influence several stakeholders and decision-makers in buying groups.
These examples might describe your situation and match well with Account Based Marketing as a solution and strategy.
Who is Account-Based Marketing For?
Account based marketing is suitable for any B2B organisation or industry, from big companies to small and medium-sized businesses. It is perfect for those that need to influence multiple stakeholders in their sales process. Engineering and manufacturing firms, IT, Tech and Software companies, system integrators, Enterprise SaaS companies, consulting, healthcare, corporate hospitality, and service providers are some sectors that use ABM successfully.
Consider ABM if your B2B company has the following:
-
High value/complex solutions offerings and a long lifetime customer value.
-
The aim to target high-value, large clients or deals
-
Longer sales cycles and buyer journeys.
-
The need to influence several stakeholders and decision-makers in buying groups.
These examples might describe your situation and match well with Account Based Marketing as a solution and strategy.
Our Account based marketing Approach
As an extension of your sales and marketing team, we are committed to driving a positive growth impact on your business. Through account based marketing strategies, you can easily reach your goals. Partnering with you, we will assist you in aligning both sales and marketing functions so that campaigns and any integrations will target your highest-value accounts.
At Acebo, we have the expertise, the processes in place, and the industry-leading tools to execute a successful ABM strategy for your business.
An Account Based Marketing campaign typically starts with selecting a target company account (or industry), then expanding relationships and targeting key stakeholders within that account or industry. This approach drives more valuable customer relationships and improves retention and conversion.
Our Account based marketing Approach
As an extension of your sales and marketing team, we are committed to driving a positive growth impact on your business. Through account based marketing strategies, you can easily reach your goals. Partnering with you, we will assist you in aligning both sales and marketing functions so that campaigns and any integrations will target your highest-value accounts.
At Acebo, we have the expertise, the processes in place, and the industry-leading tools to execute a successful ABM strategy for your business.
An Account Based Marketing campaign typically starts with selecting a target company account (or industry), then expanding relationships and targeting key stakeholders within that account or industry. This approach drives more valuable customer relationships and improves retention and conversion.
ABM now accounts for over 28% of total user marketing budgets, and 77% of ABM users achieve 10% or greater ROI – Salesforce
Our Account-Based Marketing Services
Acebo Digital Marketing offers a range of Account-Based Marketing services that accelerate your team to succeed. From overseeing an entire ABM program to delivering specific services and solutions, you can pick a set of services that are most suitable for business.
Below we highlight our specialism for ABM. Our services as an Account-Based Marketing focused agency are:
Target Database Building
Lead Generation for ABM
ABM analytics & insights
Lead Nurturing for ABM
Marketing automation for ABM
ABM ad campaigns
Our Account-Based Marketing Services
Acebo Digital Marketing offers a range of Account-Based Marketing services that accelerate your team to succeed. From overseeing an entire ABM program to delivering specific services and solutions, you can pick a set of services that are most suitable for business.
Below we highlight our specialism for ABM. Our services as an Account-Based Marketing focused agency are:
Target Database Building
Lead Generation for ABM
ABM analytics & insights
Lead Nurturing for ABM
Marketing automation for ABM
ABM ad campaigns
Marketing Automation and AI for ABM
Marketing automation and ABM go hand-in-hand and is part of a process, typically using a software platform that helps you automate marketing and sales engagement to generate more leads, engagement, establish new relationships with prospective buyers, and help close deals. Aligned with ABM, marketing automation is at our core of what we do best.
Having an industry-grade platform that’s able to share and streamline data across marketing and sales will form the foundations of ABM. The platform (your CRM) manages your current customers and collects prospect data, along with the ability to align your marketing and sales team together sharing the same data. This is a needed component in regard to identifying new and existing accounts to target and learn their pain points, needs, and objectives. Artificial intelligence (AI) gives you insight into when, where, and how your customers prefer to engage with you, plus more.
Here’s how our marketing automation and AI platform service can help you get more from ABM:
Engage buyers
We can help build cross-channel and personalised engagement all within a single platform.
Deliver 1-to-1 engagements
We can help align your marketing and sales teams around a key account to close more deals and gain more from your ABM activities.
Identifying key accounts
We can focus ABM efforts on targeted key accounts by creating an account-focused view of CRM, engagement, and any external data.
Increase the customer lifetime value
We’ll help you optimise your business operations with account-focused analytics to increase customer lifetime value and improve the B2B digital customer journey.
Marketing Automation and AI for ABM
Marketing automation and ABM go hand-in-hand and is part of a process, typically using a software platform that helps you automate marketing and sales engagement to generate more leads, engagement, establish new relationships with prospective buyers, and help close deals. Aligned with ABM, marketing automation is at our core of what we do best.
Having an industry-grade platform that’s able to share and streamline data across marketing and sales will form the foundations of ABM. The platform (your CRM) manages your current customers and collects prospect data, along with the ability to align your marketing and sales team together sharing the same data. This is a needed component in regard to identifying new and existing accounts to target and learn their pain points, needs, and objectives. Artificial intelligence (AI) gives you insight into when, where, and how your customers prefer to engage with you, plus more.
Here’s how our marketing automation and AI platform service can help you get more from ABM:
Engage buyers
We can help build cross-channel and personalized engagement all within a single platform
Deliver 1-to-1 engagements
We can help align your marketing and sales teams around a key account to close more deals and gain more from your ABM activities.
Identifying key accounts
We can focus ABM efforts at targeted key accounts by creating an account-focused view of CRM, engagement, and any external data.
Increase customer lifetime value
We’ll help you optimize your business operations with account-focused analytics to increase your customer lifetime value.
Lead Nurturing for ABM
Lead nurturing is an essential component of any ABM strategy. It aims to keep your brand in prospects’ minds, even if they still need to be ready to buy. Automated lead nurturing sends automated targeted emails that will trigger based on the prospect’s behaviour. It helps you find the appropriate prospects you are looking for, along with retargeting and engagement through targeted content and digital advertising.
Here are some ways we can help with lead nurturing for ABM:
Save time and money with automation
We can help you save time and money by automating tasks that your marketing and sales team would otherwise have to do. This way, they can focus more on what matters, e.g., personal touchpoints and communication.
Focus on better pipeline and revenue
We implement lead nurturing programs so that your account teams will stay engaged over a typically long and complex buyer journey, preventing any lost revenue.
Better engagement
We will help you drive better engagement with quality target accounts throughout the buyer journey by implementing your communications across channels and providing you with key insights.
Save time and money with automation
We can help you save time and money by automating tasks that your marketing and sales team would otherwise have to do. This way, they can focus more on what matters, e.g., personal touchpoints and communication.
Focus on better pipeline and revenue
We implement lead nurturing programs so that your account teams will stay engaged over a typically long and complex buyer journey, preventing any lost revenue.
Better engagement
We will help you drive better engagement with quality target accounts throughout the buyer journey by implementing your communications across channels and providing you with key insights.
FAQ
Frequently
asked
questions.
Does my business need an Account based marketing strategy?
Whether you are a small company or a big organisation, an ABM strategy will definitely pay off. Some of the main benefits are:
Lead generation boost
Marketing and sales team alignment
Customer engagement
More accurate data-analysis
Time saving through automation
💡In order to draw in more participants, you can ask your audience questions or topics they would like to be talked about on the webinar.
😀Viewers turn up because somehow, they feel they´re already part of it. During the webinar, attendees can ask questions, comment, and take a survey…those are excellent engagement examples.
At Acebo, we take care of every step of the process. So, you will be supported before, during and after the event. 📩📞Contact us today to find out more.
On the other hand, a CRM (Customer relationship management) is built around assisting human sales agents. The human touch is what makes all the difference in sales, as any professional will tell you. A CRM gears the assets, tools, frameworks, and resources of these products towards a complex marketing and sales process. For this reason, many of these tools are directly related to sales tasks in an intuitive and uniquely human way.
Is digital marketing content an essential part of ABM?
It is indeed. Creating and offering relevant marketing content will position your brand as an expert leader in your industry. That will lead to brand advocacy and loyalty.
😏Investing in great copy is essential in order to attract prospects, engage customers and increase lead generation.
In order to design and post that content (including not only written staff, videos and images too) you should do your research. Understanding your customers’ behaivour patterns is easier with automation and data analytics. Digital marketing tools such as email marketing, a corporate blog or SoMe interaction will help your marketers to quicky identify what content resonates with your target audience so they will be able to create more accordingly.
Why choose Acebo?
At Acebo, a digital growth agency, we really care about you reaching your business goals. In fact, this is our goal: that you reach yours.
We have the right expertise and experience to guide you through your digital transformation process, so you will feel supported and be taken care of. You are in the right hands; we are a professional team who cares about every step you take in this digital ecosystem we all live in nowadays.
We help you combine both traditional and digital methods. We offer a b2b great solution for any company that doesn´t want to stay behind in our current- full of opportunities- digital world.
Neither Skype nor Google Hangouts are reliable ways to run a webinar. These platforms do not include the essential features you need for your event.
At Acebo, however, we work with reliable webinar platforms such as webinar funnels, automated follow-up campaigns and communication. We know exactly what to use and how to use it.
Here at Acebo, some of the areas we specialize in are marketing automation, account-based marketing, lead generation, analytics, as well as the implementation of B2B technologies.
While we are capable of doing a bit of everything for almost any type of client out there, however, we are not a “generalist” agency, we are a specialized one. We provide our expertise in both sector experience as well as implementation/channel/tactics.
FAQ
Frequently
asked
questions.
Does my business need an Account based marketing strategy?
Whether you are a small company or a big organisation, an ABM strategy will definitely pay off. Some of the main benefits are:
Lead generation boost
Marketing and sales team alignment
Customer engagement
More accurate data-analysis
Time saving through automation
💡In order to draw in more participants, you can ask your audience questions or topics they would like to be talked about on the webinar.
😀Viewers turn up because somehow, they feel they´re already part of it. During the webinar, attendees can ask questions, comment, and take a survey…those are excellent engagement examples.
At Acebo, we take care of every step of the process. So, you will be supported before, during and after the event. 📩📞Contact us today to find out more.
On the other hand, a CRM (Customer relationship management) is built around assisting human sales agents. The human touch is what makes all the difference in sales, as any professional will tell you. A CRM gears the assets, tools, frameworks, and resources of these products towards a complex marketing and sales process. For this reason, many of these tools are directly related to sales tasks in an intuitive and uniquely human way.
Is digital marketing content an essential part of ABM?
It is indeed. Creating and offering relevant marketing content will position your brand as an expert leader in your industry. That will lead to brand advocacy and loyalty.
😏Investing in great copy is essential in order to attract prospects, engage customers and increase lead generation.
In order to design and post that content (including not only written staff, videos and images too) you should do your research. Understanding your customers’ behaivour patterns is easier with automation and data analytics. Digital marketing tools such as email marketing, a corporate blog or SoMe interaction will help your marketers to quicky identify what content resonates with your target audience so they will be able to create more accordingly.
Why choose Acebo?
At Acebo, a digital growth agency, we really care about you reaching your business goals. In fact, this is our goal: that you reach yours.
We have the right expertise and experience to guide you through your digital transformation process, so you will feel supported and be taken care of. You are in the right hands; we are a professional team who cares about every step you take in this digital ecosystem we all live in nowadays.
We help you combine both traditional and digital methods. We offer a b2b great solution for any company that doesn´t want to stay behind in our current- full of opportunities- digital world.
Neither Skype nor Google Hangouts are reliable ways to run a webinar. These platforms do not include the essential features you need for your event.
At Acebo, however, we work with reliable webinar platforms such as webinar funnels, automated follow-up campaigns and communication. We know exactly what to use and how to use it.
Here at Acebo, some of the areas we specialize in are marketing automation, account-based marketing, lead generation, analytics, as well as the implementation of B2B technologies.
While we are capable of doing a bit of everything for almost any type of client out there, however, we are not a “generalist” agency, we are a specialized one. We provide our expertise in both sector experience as well as implementation/channel/tactics.