Develop your 2024 Account Based Marketing (ABM) program to boost revenues!
Pay attention to these four crucial components in any ABM program.
1. Account Research
You can start your account research by interviewing your best customers first.
-Understand why they chose us from other competitors
-What value proposition did we add?
-Who were the decision makers involved before buying from us?
-What were they doing before they came to us?
-What would they do if not for us
-Did something specific happen that triggered your search?
And much more..,
2. Engagement Campaigns:
Engagement campaigns help reach your Ideal customers in unconventional ways that are non-sales and do not require you to pitch your product or services.
It also enables you to understand your customers’ problems and pain points.
Here are a few warmup campaign ideas.
–Content collaborations
–Poll/Assessments
–Research reports and more
3. Activation:
Activation campaigns help you engage with your bottom-of-funnel contacts already aware of your brand or product. You can nurture prospects from your emails or run good ABM activation playbooks here.
LinkedIn ads and retargeting can help you scale your efforts faster.
Some activation campaigns include:
–ABM Playbooks
–Personalized Email nurturing sequences
–LinkedIn ads
–Retargeting Ads
4. Metrics to Capture.
Use these metrics to evaluate the success of your ABM campaigns.
1. Pipeline Velocity
The rate at which your pipeline opportunities are converting to a sale.
The formula is
SQL’s in the pipeline(#) x average deal size($) x Overall win rate(%)/Length of the sales cycle in days.
2. SAL-Sales accepted leads.
The SDR then qualifies the leads that have shown interest in a demo or meeting for further nurturing to negotiations.
3. Win rates.
The total number of prospects won vs. Total deals in the pipeline.
Ready to take your ABM program to the next level? Fuego Systems offers expert guidance to help companies implement successful ABM strategies for growth in 2024.
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