ABM (Account Based Marketing) Execution Checklist.

ABM ≠ Lead Generation
B2B Marketing ≠ Form fills
B2B Sales ≠ SQLs

Most B2B Marketers forget that the B2B Buyer journey is not linear, and they start to pitch in a 5-step email sequence, expecting the buyer to get excited about your product or service. Your ABM Execution checklist needs to be prioritized!

Here is the ABM Execution checklist for any upcoming ABM Program.

1. Set your goals for new revenues and deals.
2. Set up a minimal tech stack that aligns with your ABM campaigns initially.
3. Have a small team to save costs and spend more time distributing your content.
4. Make sure your Narrative and UVP resonate with the prospect’s problems.
5. Change your metrics for measuring results at every stage.

Goals:
1. New High-Value Accounts
2. Pipeline Velocity
3. New verticals and markets
4. Existing customer renewals

Technology:
1. CRM/Marketing automation
2. Account Enrichment
3. Programatic Ad platform
4. Intent Data

Team:
1. CXO
2. Paid Ads specialist.
3. Content creation and distribution
4. Account research
5. SDR

ICP, Narrative & Messaging:
1. Technogrpahic and firmographic data
2. Market segmentation
3. UVP & Narrative mapping
4. Buying committee
5. Account list building

Metrics & reporting:
1. Engaged Accounts
2. Sales accepted leads
3. Pipeline velocity
4. Win rates, Churn
5. Net New revenues

Campaigns:
1. Engagement campaigns
2. Activation sequences
3. Shared playbooks
4. Alignment meetings
5. Content alignment and distribution
6. Personalization & Gifts
7. Paid advertising.

ABM isn’t lead gen, B2B marketing isn’t form fills, and sales is more than SQLs.

For B2B marketers looking to drive revenue and forge stronger connections with high-value accounts, an effective Account-Based Marketing (ABM) program is essential. This checklist includes proven strategies to help align your marketing and sales teams, develop personalized campaigns, and measure success effectively. Start building an ABM approach that moves beyond the basics and targets real, meaningful growth.

Get started with ABM in 2024!
Ready to make a bigger impact with your ABM strategy? Visit Fuego Systems to learn more about our data-driven B2B solutions that power high-performance ABM programs. And for more insights, follow us on LinkedIn for expert tips, industry trends, and success stories that keep your team ahead of the curve.