eBook 9 benefits of ABM (Account Based Marketing)

Here’s a concise summary of the nine steps described in the e-book:

1. Setting up the Strategy: The initial stage involves prioritizing high-value accounts and aiming to build strong relationships with them through providing targeted guidance.
2. Scoring Model: A crucial part of ABM, it employs a system of rules to assign points, which helps identify the most relevant companies to target.
3. Harvest Interaction Data: This step involves gathering valuable insights on how accounts interact with the company’s online presence—website, social media, content, etc.
4. Relevant Persona Leads: It’s important to reach out to individuals most likely to buy or make purchasing decisions. Involving other stakeholders is a common practice in ABM.
5. Harvest Intent Data: This critical stage is about collecting insights into which potential customers are showing interest in your product or service.
6. Tiering Company Lists: This helps identify which companies have a higher chance of buying from you, facilitating the optimization of communication and ads for maximum results.
7. Edu. Content & Events: This step not only generates demand but also encourages audience engagement, leading to more interaction data.
8. Sequences & Emails: This is a crucial step in the ABM outbound cycle. The key is to find the message-market fit and then scale it for maximum impact.
9. Repeat, Improve & Scale: The final step is to continually refine your approach based on data and feedback, allowing for more informed decision-making based on facts and performance metrics. It involves optimizing your targeting and messaging for better results.

These steps create a cyclical process that enables a more data-driven approach, which can be continuously improved upon to generate more significant results over time.