B2B Account-Based Marketing: How to Grow Sales?

In today’s business world, marketing is the process that can really change the course of your business. Even the most successful brands are creating content for their target audience. Business owners and leaders are constantly looking for the right mix of strategies that can take their businesses to heights. And account-based marketing strategy is one among them.

It is a strategy that helps companies to shorten their sales cycle and follows a marketing approach that can reach decision-makers on the basis of your products or services. But how does this strategy work? And how can you make the most of it to grow sales? Let’s find out.

Align Sales with the Marketing Team

The relationship between your marketing and sales team is different when you opt for account-based marketing rather than traditional marketing. In account-based marketing, the sales and marketing teams go hand in hand and work together in the entire sales process. They opt for different techniques to engage the audience and convert them to the targeted customers. So, it can’t be wrong to say that your marketing and sales teams should align with each other to reach the desired goals.

The Technique of Content Syndication

Content syndication is an account-based management technique that is gaining much recognition. It drives traffic to your website and increases the reach of the content to grow sales. Content syndication means repurposing the content and publishing it on other channels. The basic idea behind this technique is to increase the distribution and take the visibility of the website a notch higher. It is especially true for B2B companies. These companies should follow this technique as it is an easy way to promote the products and services of the company. Thus, using b2b content syndication platforms is rightly one of the important techniques to build trust with potential customers. It can also lead to social media engagement. So, why refrain your company from using content syndication to grow sales?

Identify your Target Market

Account-based strategies start with identifying the key accounts and focusing on them. Target the decision-makers who align with your organizational goals. Use several methods to identify the key accounts. Pay attention and listen to social media channels to collect information on products and services. Reference the customer data like revenue numbers and industry rankings.

Customer Journey Maps

What is a customer journey map? It is a visual representation of how a customer interacts with your brand. To add more, it shows how a customer reacts in the different stages of interacting with your brand or organization. Hence, it lets you collect the knowledge of what your customer needs at every stage. Customer journey maps help you find the gaps between where your customers currently are and what fulfillment they want to achieve. In this way, you can produce relevant content or make improvements in your services to meet their needs. 

Power of Direct Mail

With the rise in social media, email marketing, and technology, people tend to forget about the traditional direct postal mail. But don’t do that. Realize the power of direct mail. It can have a big impact when other companies are putting the focus on online marketing. Many big business owners or executives don’t have the time to check their email inboxes daily. Also, they don’t scroll the social media. But here is the catch: they can’t refrain from taking a look at their desk and the mail lying there. You have to ensure that the mail is highly personalized and addressed to the right individual. It will give you stellar results without any doubt. It is an excellent technique to add charm to your marketing efforts and spice up your campaign’s performance.

Content that Inspires Action

Creating impeccable content is yet another vital ABM strategy that can determine the success of B2B companies. It doesn’t mean that your content should revolve around only the specific needs of the customers. Rather, you have to create engaging content to drive your customers to action. Keep in mind to always include a clear call to action in every content piece.

Customer Personas

Creating customer personas first requires you to collect behavioral data from the customers. This data will let you know who are your best customers and then you can form customer personas accordingly. It will help you understand your customers in a better way and what challenges they are facing. You can then form the solutions as per their opinions.

To Make a Long Story Short

With the correct planning, you can definitely increase your marketing by keeping the focus on a small number of accounts. It will help you establish a good long-term relationship with your audience, who have the power to become your actual customers. Start having the right mix of the above-mentioned strategies and let your sales number do wonders.