Every time we onboard a new project we are asked to have the answer to one question: How soon can we expect to see results? As ABM strategy works best at accounts with long and complex sales cycles, soon can sometimes not be quick enough . However, you need to know how soon it will pay off for you and how quickly you can prove uplift. If you are uncertain about ABM and what it can do for you, have a quick look at your existing customers for a start.
B2B sales will almost always come down to the relationship, and no relationship is worth its weight without getting personal. You need to know what’s important to each client, so you can give that client what’s needed at the best time — that’s providing real value.. Read the article here =>
posted by Judi Hand on July 5th 2017 @ http://multichannelmerchant.com
Account-based marketing raises the stakes by targeting one company (or one account) and further targets the decision-makers within this account with coordinated and high-touch sales and marketing tactics. Here are five reasons to start implementing ABM. Read the article here =>
posted by Elyse Flynn Meyer on July 21st 2017 @ https://www.forbes.com
Once in a while something comes along that changes the way we do things. This happened to me a few years ago when the then World’s nbr. 1 company by Market Capitalization approached Celsius International with a simple brief: tell them who their top 1000 Named Accounts in each European country should be.
The requirement was so straight forward that it nearly felt familiar… just that there was no such database in the market.
Our customer, leader in many IT segments and with long history of successfully selling to end-users in the B2C marketplace, approached Celsius with a new challenge. It was about to make a major shift with its strategy to enter the B2B market with a set of solutions aimed at increasing efficiencies in one of the most competitive industries in the world.
One of the main questions we get asked by our clients here at Celsius, is should we focus on lead generation or Account Based Marketing? And our answer is simple. It’s not necessarily one way, or the other.
Many marketers treat lead generation strategies like an old pair of slippers. They are comfortable, you are used to them and although they sometimes look a bit jaded and threadbare, they basically do the job.