Account Selection for Account-Based Marketing: Don’t Go at it Alone!

If you’re reading this, I’m assuming you’re all in on the reasons to do ABM. The promise of higher marketing ROI, better deals and higher close rates is enough to get anyone’s attention, right?

Unfortunately, doing ABM requires more effort than deciding to do ABM. The necessary shift in disciplines reaches far beyond the marketing department. This is not a solo effort! ABM programs are often complex, and it can be difficult to get started. Alignment with your sales team and others is crucial. But the right approach will make ABM easier and more successful for your organization in the long run. It takes solid strategy, organizational buy-in and thoughtful approaches.

If you’re stuck at the starting gate, or you’ve had a false start or two, check out our series of blog posts and quick webinars to help you operationalize ABM.

In our first Mx Fast-Focus Webinar, we’re focusing on account selection. This is a critical step at the beginning of the ABM process. Many marketers get bogged down in account selection for months, finding it difficult to get their programs off the ground. And others have motored through this step to get a program going, only to find out they’re aiming in the wrong direction and Sales won’t buy in.

But it doesn’t have to be that way. A winning account selection strategy can help you optimize efficiency, reduce friction with the sales team, and ensure a scalable plan.

In this webinar, we’ll explore a data-driven approach that helps you go beyond gut feeling to identify and prioritize the best accounts. We’ll talk about how to identify critical characteristics for your Ideal Customer Profile. And we’ll even tee up our Account Identification Readiness Assessment so you’ll know how to use this tool to get started. Plus, the webinar only takes about 20 minutes — we know you have an ABM program to tend to!

Our Mx Fast-Focus Webinars
View The Webinar

For addtitional tips and tricks of the trade that have helped us run successful ABM programs for clients, check out our other Fast Focus webinars on operationalizing ABM.

 

Kellie de Leon

Kellie joined The Mx Group in 2013. She brings over 15 years of client- and agency-side experience working in marketing across a variety of industries, including industrial products, health care, software, non-profit and professional services. Kellie leads the strategy and internal marketing functions for the agency, managing demand generation and sales enablement to propel the company’s continued growth. She holds a B.A. in communications and theatre from Marquette University in Milwaukee, Wisconsin.

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