Don't lose any more B2B customers: learn how to build an ABM strategy with these 10 essential tips

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Have you heard of ABM? ABM stands for “Account-Based Marketing.” It’s a B2B marketing strategy that has been gaining popularity in recent years. Unlike other marketing approaches that focus on a broad target audience, ABM focuses on specific customer accounts.


In this article, we’ll explore what ABM is and why it’s become an increasingly popular strategy for companies that sell complex solutions to other companies. We’ll explain how companies use ABM to identify high-value accounts and create personalized, targeted marketing campaigns for those accounts.


We’ll also look at how ABM involves a combination of digital marketing, personalized content, targeted events, and personal selling. It’s often used by companies that sell complex solutions to other businesses, such as enterprise software, consulting services, and information technology solutions.


The ICP (Ideal Customer Profile) Definition Interview is a structured chile telegram lead conversation between a company’s marketing and sales team and its existing or potential customers. The goal of the interview is to discover the specific characteristics and needs of the customers that best fit the company’s ideal customer profile.


During the interview, interviewers ask a series of open-ended and closed-ended questions to obtain information about customers, such as:

How big is the company?

What business needs can your company meet?

Who are the key decision makers in making the purchasing decision?

How do your potential customers learn about new products and services?


From the responses collected, the marketing and sales team can create a detailed profile of the ideal customer that meets the company’s business objectives. This profile may include information such as company size, industry, decision-maker’s role, business challenges, and purchasing habits.


With a well-defined ICP, a company can focus its marketing and sales efforts on customers who are most likely to benefit from its products or services, saving time and resources on sales attempts to less suitable customers.



2 - Use the list mapping feature in Sales Navigator

Sales Navigator is a LinkedIn sales tool that enables sales and marketing professionals to find and connect with potential customers. Sales Navigator list mapping is a feature that allows users to import existing account or contact lists into the platform and map that data to identify leads and sales opportunities.


When you import a list of accounts or contacts into Sales Navigator, the tool automatically checks to see if those companies or people are present in the platform. If they are, you can follow the companies or send invitations to connect with the people on the list.


Sales Navigator also allows users to filter their contact list based on specific criteria , such as industry, company size, location, job title, and other relevant information. This allows users to quickly identify the most valuable leads in their list and focus their sales efforts on contacts with the highest conversion potential.


Sales Navigator's list mapping is a powerful tool for sales and marketing professionals who want to make the most of their existing networks and identify new sales opportunities.



3 - List Building

List building is a strategy used by marketing and sales teams to generate new leads and identify potential customers. There are several list building tools available, such as HubSpot , Lusha, Apollo, Snov.io, and Qualified Leads, which allow users to find accurate contact information for potential customers and create customized contact lists.

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