ABM Insight helps build better relationships with target accounts. According to a survey by DemandBase, 83% of companies use ABM as it increases engagement with their target accounts.
Insight plays a crucial role in the buyer’s journey as it allows sales and marketing teams to develop persona-based journey maps. This will ultimately result in better understanding of the buyer’s goals, priorities, and perspectives.
ABM strategy should focus on intensifying customer experience by aiming to build and foster genuine relationships with prospective target accounts, also convert them into customers ultimately making them brand advocates. It has become even more challenging than ever to build genuine relationships, but what marketers can do is focus on fundamentals to achieve success.
So, how can ABM Insight help in building strong buyer relationship?
Focus on getting authentic data
The first foundation for building a strong buyer relationship is securing the right data and insight. ABM Insights fuel targeted marketing program and assist in crafting industry-specific content to achieve higher personalization levels with target accounts. One of the ways to get access to data is by leveraging simple desk research through which you can achieve authentic data.
Align sales and marketing efforts
Sales and marketing alignment drives positive business results such as higher ROI and growth. To leverage ABM for better buyer relationships, sales and marketing team must work together to help deliver custom experiences for the buyers, down to the account and individual level. According to a joint study by Marketo and ReachForce, when sales and marketing are aligned, they become 67 percent better at closing deals.
Deploy targeted ABM program
The last step to building a strong buyer relationship will be to deploy a targeted ABM program. Insights help to curate content relevant to every stage of the buying process. Usually, companies work with third-party agencies to deploy targeted ABM programs. ABM Insights help you achieve in creation of industry-specific content through bespoke insights.