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ESSENTIAL ABM PRE-LAUNCH CHECKLIST

We help B2B companies of all sizes generate opportunities within their high-value accounts by implementing omnichannel Account-Based Marketing (ABM) at scale. Our ABM experts can help you with technology-driven market research, intelligent account profiling, relevant messaging, and outreach, and account nurturing to ensure maximum conversions. You can also leverage our ultimate ABM toolkit that will help you implement ABM successfully.

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ESSENTIAL ABM PRE-LAUNCH CHECKLIST

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  1. THE ESSENTIAL ABM PRE-LAUNCH CHECKLIST FOR MANUFACTURERS The Smareters

  2. Introduction The Smareters • Account-based marketing (ABM) has emerged as a powerful strategy for manufacturers looking to align their sales and marketing efforts to drive growth. • It involves tailoring marketing efforts to a specific set of high-value accounts rather than casting a wide net. This focused approach allows manufacturers to deliver highly personalized experiences, addressing each target account’s unique needs and pain points. • By targeting high-value accounts with personalized campaigns, ABM helps manufacturers build deeper relationships with their key prospects and customers.

  3. Essential Checklist 1. Get Your Team Ready For ABM The Smareters • Your team needs to be ready for the ABM shift. This involves cross-functional alignment between marketing, sales, and customer success teams. • Your marketing team should target leads resembling your ideal customers, and the sales team should increase their participation in marketing efforts. • Both teams must move away from traditional funnel thinking and align on shared KPIs that measure success in building relationships with target accounts. • The lead handoff between marketing and sales should be eliminated, as building a lasting prospect relationship is a collaborative effort. • It is essential to ensure everyone understands the goals of ABM and their roles in executing the strategy.

  4. Essential Checklist 2. Prepare A Target Account List The Smareters • Identifying and agreeing on a list of target accounts is foundational to ABM. While salespeople typically work with TALs, marketers often focus on personas. • Both are valuable, but the TAL is paramount. This list should include high-value prospects that align with your business goals. • Consider creating multiple ICPs for different verticals or segments. • Tools like Zoominfo or LinkedIn Sales Navigator can help build your TAL based on these profiles.

  5. Essential Checklist 3. Understand Prospects Buying Behavior The Smareters • Manufacturers must deeply understand the buying processes of their prospects. • This includes knowing the key decision-makers, their pain points, and the factors influencing their purchasing decisions. • A typical B2B buying committee often consists of seven members with varying responsibilities across the buying journey. • Understanding how prospects buy involves identifying active buyers and providing relevant information at each stage of their journey.

  6. Contact Us The Smareters Location: Hyderabad, Telangana 500032 Contact: +91 7396 010 630 E-mail: info@thesmarketers.com More information about the topic visit : https://thesmarketers.com/blogs/account-based-marketing/the-essential-abm-pre-launch-checklist-for-manufacturers/

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