Analyze the strategy KPIs When analyzing your pilot project numbers

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In such cases, it is time to step up your efforts to convert these companies and bring them closer to your sales team. Evaluate matters such as: Of the accounts that visited my site, how many converted to a landing page? What are the offers that convert most of my key accounts about? How can I customize the offers (ebooks, webinars and website) for my key accounts? Convert and close with key accounts Here, your sales team should already have a good history of interactions between your company and your key accounts.


For example, how many visits does your site receive and how often, what offers do people student phone number list interact with most, what topics or terms are most searched for, who are the most engaged contacts, if anyone has visited the price page and/or requested a demo etc. Now, it is up to them to analyze these signals and find entry points to close the deal. But of course, marketing remains available to help with whatever is necessary, after all, the final goal — the sale — is important for both teams.


, keep in mind that the buyer’s journey is not linear. Therefore, it is important to choose an attribution model before evaluating the numbers for each channel. You can then consolidate these results at 3 levels: The macro level, which is of interest to management, should bring a comparison between its baseline (non-ABM) and its key accounts in terms of closing rate (sale), average sales ticket and speed of the sales cycle.

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