Account Based Marketing Archives

HP Improves ABM with Sales and Marketing Integration

Breaking down data silos and better integrating sales/marketing processes
is helping HP improve the company’s B2B targeting and segmentation.

Demand Gen

Six Tips for Using ABM to Complement Your Demand Gen Strategy

Eighty-five percent of marketers report a higher ROI with ABM over other
marketing initiatives. When driven by strong data, the rewards can be huge.

Demand Gen

ABM Helps TimeTrade Improve Marketing ROI

ABM is helping TimeTrade connect with B2B decision makers,
and improve conversion of top tier accounts by 20 percent.

Facts & Figures

B2B Marketers Lack Confidence in Data: D&B

Half of B2B marketers lack confidence in the quality of their data, hindering adoption of ABM to increase engagement, according to new research from D&B.

Data Driven ROI

Dispelling the Fake News Around ABM

While ABM is certainly on the rise, there are still a few misconceptions about
what it is and what it isn’t. Here’s five myths to be put to rest.

Agencies

Q&A: Demystifying Account Based Marketing

Forrester’s Laura Ramos shares her thoughts on why many B2B marketers get confused when trying to implement account based marketing.

Agencies

Locating the Right Targets for ABM

For companies looking to execute account based marketing (ABM), simply pinpointing the right customers to target can be a challenge.

Agencies

Is Predictive Analytics Your ABM Silver Bullet?

Way back when, companies typically defined their “hot” lists based on some broad criteria, often defaulting to company size, product line, or even the Fortune 500. But these lists can be way off target when it actually comes to producing sales.

Data & Analytics

3 Reasons Targeted Data is Critical to ABM

Regardless of your ABM approach, targeted, clean, accurate and shared account and contact data is required to make ABM work at all, let alone work well.

Agencies

What’s Killing Your ABM Strategy and How to Fight Back

Falling into traditional, lead-focused marketing and sales tactics is easy when spinning up an ABM strategy, but it’s important to remember ABM is the antithesis of classic lead-generation programs. How do you fight the temptation to revert to the norm? You focus on value on a more intimate scale.