ABM (account based marketing) is a growing trend because it produces superior results. When you focus marketing attention and investment into a selected set of high value companies with targeted materials, you create efficiencies and drive results. At first, this might sound straightforward and easy, but ABM takes quite a bit of work to complete. Sales teams and marketing teams have to be aligned using multi-channel orchestration incorporating different strategies and tools.
ABM makes up an important tenet of strategic B2B marketing. They help your business take a singular customer account (a business) and ensures that it gets treated as its own market. Essentially, it is marketing based on a specific account that is either existing or prospective in a B2B market. This is completed through predictive analytics and then targeted marketing campaigns that connect with the customers on their levels.
MRP’s ABM services provide comprehensive and predictive ABM technologies to TFT 100 and Global 1000 companies. Using AI & Machine learning, MRP has future proof targeting strategy, along with a full suite of supporting services including:
- Predictive digital advertising
- Direct mail
- Email marketing
- Inside sales support/appointment setting
- Trigger-based campaign execution on an account basis
Our demo shows our world-class capabilities and AI-powered technologies that will grow your pipeline and shorten your sales cycles.
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How Does ABM Work?
Just how does ABM work to help you find and target ideal customers? First, you have to know who your high-value accounts are and who they can be. To do this, ABM uses tools such as Predictive Analytics.
You can do this in many ways, but the key is to find strategic clients who will do the following:
- Pay more for what you sell
- Repeatedly purchase what you sell
- Buy more of what you sell
- Recommend you to others
From there, you have to look into those accounts and determine who is in control, how they make decisions, and who has influence over the budgets. This will allow you to effectively craft a sales message to those companies – hitting them with clear and impactful statements about their challenges and pain points, and how you can help them.
ABM services also help to determine how to get into contact with your targeted accounts. You have to go to them, not make them come to you. You may have to leverage web searches, email campaigns, or even mobile tricks. There are many channels through which you can reach someone in a specific role or industry that is more likely to use or purchase your product.
Of course, then you must execute the campaign with the ABM services in place. In a perfect world, you combine the approaches of the marketing and sales teams to get the maximum result. With tools like those from MRP, you will be able to operate quickly and efficiently – attacking as soon as you can.
As soon as the campaign is finished, you will be able to test and assess your ABM services to ensure that you can repeat the steps you took with other targeted clients. Over time, you will be able to improve your results and get better and faster at the process.
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What Are ABM Services That Will Work For You? Find Out with MRP Prelytix
Using ABM strategy and an ABM platform, you will be able to treat each account as a market of one and reach out to them on a personal level – they will feel like you are taking care of them from the first step. With Prelytix, part of MRP’s ABM services, you can identify the accounts, based on real time intent, that are ready make a purchase. We help you to find this knowledge so that you can utilize the best possible messages and tactics for your marketing and sales functions. By doing this, you will have deeper, more meaningful messages delivered to prospects and, therefore, improved sales numbers.
MRP utilizes our AI-powered ABM tools to reach out to multiple prospects so that you can move in similar directions with multiple companies – all while working toward the same goals: increasing revenue. This will enable you to do more in a shorter amount of time. Our ABM services identify those in a buying position that are in the active buying stages. This drives your sales and marketing functions to collaborate – which has proven to align your sales and marketing efforts.
When your teams can focus on the potential accounts that have the greatest need for your specific tools (based on the insights MRP Prelytix provides), you are no longer “selling” the need for your product – you are simply trying to convert the people that have the power.
ABM Services from MRP include Prelytix, which uses a score widget that makes for easy segmentation of your accounts based on different sets of criteria that can help you to determine the best place to focus your efforts. Within this tool, it is easy to set up dashboards, – another way to ensure that functions are aligned, across your company.
In the end, ABM services from MRP combine your marketing and sales functions into a more streamlined, personalized strategy than ever before – and one that works in today’s markets. Our ABM services will organize and help to prioritize your efforts to navigate complex deals and land key accounts.
ABM Services: Who Uses Them?
ABM services are utilized by many companies, particularly those that are looking to target specific customers that are look for exactly what the company offers. These companies find that ABM services offer better strategies than traditional sales and marketing efforts.
ABM services take more customization than traditional marketing, and therefore takes more time and costs to implement. However, ABM services have helped companies use ABM methods much more easily and cheaply than ever before. In fact, ABM services are now able to deliver great results at larger scales – and the technology keeps getting better.
What Are ABM Services?
ABM services use a variety of techniques and methods to help you target your key clients. ABM services can fall into several different categories that are fulfilled by ABM tools.
ABM services include:
Predictive Analytics: Utilizes big data to deliver B2B opportunities and prospects to sales and marketing functions. Can aid with customer prioritization and group information as well.
Automation: Marketing Automation helps to drive accounts towards the end of the sales funnel. You will be able to customize your approach as they move and stay engaged with your product.
Retargeting: Enables companies to display ads to those accounts at risk of attrition or reaching the end of their current contract, improving your retention efforts.
ABM vs. Inbound Marketing
Many companies and organizations are already using inbound marketing strategies and have questions about how they differ from ABM services. Inbound marketing focuses on creating content that will bring prospects to you, typically through SEO. ABM instead focuses on individual accounts and targeting them so that they find you.
There is some truth to the fact that ABM services and inbound marketing can work together to create a complete marketing strategy.
Why Your Business Needs ABM
ABM services help to give you clear, concise, and understandable business results. You have an easier time discussing successes with stakeholders and other departments. Simple, easy to understand data and discussion is one of the best ways to plan for budgets, make marketing decisions, and strategize for the future. When you are analyzing the effectiveness of a particular marketing or sales campaign, it is easy to draw clear conclusions using our ABM services. You can utilize MRP’s ABM tools for email, ads, web campaigns, or events. Once concluded, you will have a smaller amount of data to look at and really dig into, which can help immensely in future planning.
ABM services also help to reduce resource and time waste. ABM targets the perfect client for you, which means that you can focus on the people who are most likely to use your system. You aren’t wasting time and resources going after clients that don’t even have a chance of using your systems. This sort of optimization gives you the chance for a more personalized approach. With ABM services, you can focus on the individual accounts, giving them the kind of service that they want.
The key to ABM services is finding your target customers that will engage with your content. To do this, we find customers that are look for you and are in targeted stages of the buyer journey.
ABM services are the most efficient ways to align your sales and marketing departments and strategies. This is because ABM services are very closely related, in methodology, to sales and helps marketers to operate in a similar mindset.
Most importantly, ABM services think about how to target your ideal clients, bring them to the table, and then sign them and start to generate revenue.
ABM: Creating a Plan
Launching a marketing plan that is aligned with a list of targets in place is exhilarating and exciting. Initially, you may have to shift some roles and responsibilities of team members as you need to change your efforts. In some ways, ABM services aren’t different from traditional lead generation services, but the results are more impressive thanks to the targeted.
Account based marketing services help to ensure that everyone on your team is on the same page and the same step when it comes to marketing and sales. Personalization has to be at the center of your efforts – helping to establish critical relationships with your target accounts. At the same time, you will be able to pivot without causing too many ripples when the time comes.
To start, ABM services like those from MRP help to ensure that you have the necessary infrastructure within your business or organization so that you have a strong chance of succeeding in your efforts. They will allow you to continually move and shift as you grow bigger and better.
Successful ABM services and implementation requires dedication, but the results are worth the effort.
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ABM from MRP
ABM services are a game-changer in many situations. It takes a level of commitment to the process and strategization to produce results, but they are always worthwhile. With MRP’s ABM services, you cut out the ‘what if’, allowing you to focus solely on the marketing and sales aspect instead of finding clients. CLICK HERE for more information about MRP’s ABM services.
It is important to note that ABM services can help almost any organization if calibrated properly. ABM services allow for customization, allowing you to choose your strategy, whether targeting new prospects more efficiently reaching into new verticals, or improving your retention strategy. All have their merits and depends on which approach you want to do first.
ABM services can provide you with the opportunities to unlock your sales and marketing functions potential that they otherwise may struggle to attain. CLICK HERE for more information about MRP’s ABM services.