We’ve curated our top written content about ABM and provided our datasheet for further info
Using DiscoverOrg in Your ABM Strategy (Webinar)
According to Marketing Sherpa, 82% of prospects value content targeted to their specific industry and 67% find content targeted to their job function valuable. Do not forget this.
To truly take advantage of ABM’s potential, you need content that will resonate with individual accounts or at least sub-segments of those accounts and evenmore specifically to where they are at in the buying cycle.
READY FOR THE FULL PLAYBOOK?
Measuring Results at the Account Level
Typical alignment of sales and marketing leaders involves agreement on:
• What is a good lead
• How many should be generated per month
• How often to contact them
This chapter will provide actionable insight to ensure your ABM strategy is effectively weaved through this pillar organization
A targeted ABM strategy will involve a well-rounded series of touchpoints for your prospects. This includes but is not limited to:
• Digital Advertising
• Web Personalization
• Field Marketing or Events
• Sales Development Prospecting
We will cover the above items in detail.
The Playbook for ABM
Read More ABM Articles on Our Blog
LET'S TAKE YOUR ABM TO THE NEXT LEVEL
AVI-SPL selected DiscoverOrg datasets, which provided instant access to the most robust and accurate market intelligence in the industry. With this data, AVI-SPL was able to segment territories by a boundless set of criteria, allowing it to have full control over the execution of a successful ABM strategy. Through these efforts the company gained insight into which decision-makers and stakeholders would influence the buying process as well as how to effectively connect with them.
Get an overview of our ABM playbook, then download the entire asset in PDF format at the link below
Each content type below has been selected in order to provide maximum value for your journey to successful implementation of an Account-Based Marketing strategy.
Identify the Accounts
Click or tap on a title below to play
Location: Tampa, Florida
Industry: AV and Video Collaboration
Setting Up Your ABM Strategy for Success (Webinar)
In conclusion, an Account-Based Marketing approach to pipeline growth is not a silver bullet. However,when deployed effectively, it can open doors to even yourmost hard-to-penetrate accounts.
Use our provided checklist to review your own campaign to ensure you're headed in the right direction.
Engage Accounts Through Multiple Channels
You’ve got the companies, the people, and the messaging, and you’re ready to engage.
At this point it will be useful to see a sample ABM campaign. Included in this chapter is a full workflow for a sample ABM campaign that you can use to model your own gameplan.
AVI-SPL enables an account-based marketing strategy and drives collaboration forward with DiscoverOrg
Multiple Channels for Your
The tide of account-based marketing is rising - To stay afloat, you need a playbook.
The sections of this eBook track the standard definition for ABM and provide tactical advice for implementing an account-based strategy.
After all, ABM is a strategy...not a solution.
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All successful Account-Based Marketing programs start with identifying your list of targeted accounts. This is a strategic exercise that should involve sales, marketing, and leadership - and should guide everything else that you do in your ABM program.
This chapter will outline the 5 step process.
“Everything that B2B marketers do to support sales at target accounts. This includes selecting and prioritizing account lists, generating new contacts, gathering account intelligence, building account plans, running field-marketing events, prospecting into new relationships, and engaging accounts online.”
Jon Miller, Engagio
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Relevant Messaging - AT SCALE
Aligning Sales and Marketing
DiscoverOrg provides the tools, training, and insight to create and execute on a formidable ABM strategy. Learn how we can help you start accelerating growth.
Account-Based Customer Success: The Refrain Remains the Same
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The Account-Based Marketing Datasheet
Account-Based Everything: Is it Time for a New Territory Analyst Manager Role?
WHAT IS ABM?
BACK TO TOP
Selling to Sales – Like Cooking for Chefs
3 Tips for Embarking on an Account-Based Selling Program
Kickstart Your ABM Campaign This Quarter
AVI-SPL needed reliable market intelligence data to grow into new territories and enable an account-based marketing (ABM) strategy.
The Power of Storytelling in Account-Based Marketing (Whiteboard Wednesday)
Beyond typical measurement challenges, ABM faces a unique problem: who deserves what credit when several SDRs, AEs, and marketers have worked multiple leads at an account?
The most common solution is to use a multi-touch attribution model. We'll investigate how Account-Based Marketing practitioners navigate these challenges and demonstrate success.
WHAT IS ABM?
WELCOME TO THE ABM TOOL KIT
• Generated $2.7 million of closed deal
• Generated $2.9 million of projected pipeline
• Created 12,000 new leads
• Supported new territory growth
• Enabled an Account-Based Marketing (ABM) strategy
PRODUCT | CUSTOMER SUCCESS | RESOURCES | WHY DISCOVERORG
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ARTICLES & DATASHEET