Target High Value Accounts
- Traditionally, B2B companies have invested their resources, especially in sales and marketing across different areas
- where an immediate opportunity might be present. They however fail to realise that 80% of revenues comes from just 20% of their customers.
- Due to lack of sales and marketing alignment and a wide spread focus,
- revenue generation and gaining customers from larger accounts becomes a challenge.
- Account Based Marketing solves this problem by helping sales and marketing focus on a set goal, target specific accounts and plan the right campaigns.
Right Targeting Great ROI
- Our ABM Campaigns helps your business work and communicate with high-value accounts as if they’re individual markets.
- By doing this — along with personalizing the buyer’s journey and tailoring all communications, content, and campaigns to those specific accounts —
- you’ll see greater ROI and a boost in customer loyalty. Targeting those businesses/individuals that you think can be a fit to your client list and then going all out to get them in is what ABM is all about.
Here’s how we do it –
Pick Target Accounts
Our team will work with yours to create buyer persona’s, understand your strengths, solutions or services you’d like to position. We will then create a list of specified number accounts you should be targeting based on industry, revenue or employee size and relevant departments. Or you provide us with the accounts you want us to target
Pick Target Accounts
Our team will work with yours to create buyer persona’s, understand your strengths, Solutions or services you’d like to position. We will then create a list of Specified number accounts you should be targeting based on industry, revenue or employee size and relevant departments. Or you provide us with the accounts you want us to target.
Gather Account Intelligence
Using market research and artificial intelligence tools, we gather account insights of each target organization that includes their tech stack, challenges, opportunities and focus areas. This helps us carve out specific and relevant messaging for each account mapped with the products, solutions or services our clients have to offer.
Create the Right Messaging
Consultative selling and solutioning is key to ABM success. This also requires strong sales and marketing alignment to ensure consistent messaging is delivered across channels such as email, blogs, articles, eBooks, webinars etc.. Based on the industry we are targeting and their challenges, we will work with our clients to create personalized email messaging, generate relevant blogs or eBooks and ensure your website also delivers a similar message
Promote
Based on the contacts identified in your target accounts, we will promote our content in channels where they are active. This includes personalized messages, sharing eBooks and newsletters. We promote your content via, email marketing and for a more detailed insight we use our expert telemarketing capabilities. Thereby reaching your target contacts via various mediums.
Lead Nurturing
Gaining interest from a ABM prospect takes time. You are creating a requirement for them rather than the prospect coming to you with a need. This means you will have to nurture the prospect for several days or months until the right opportunity is opened and you are the first person they reach out to. Excelligent enables this by creating structured lead nurturing campaigns across email and content to ensure relevant messaging is shared consistently over a period of time to your target prospects
