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Help Your B2B Audience Buy Without Feeling Sold

ABM tools and technology are amazing. You now have the ability to target any audience, often down to the role. But technology simply can not make your buyers listen to your message. For that you need to take an audience first approach and create content that speaks to their needs. You need to help them buy without feeling sold.


GET THE EBOOK

Learn how to choose accounts

  • Tier outreach
  • Find decision makers
  • Understand their needs
  • Align sales and marketing
  • Avoid content traps
  • Work faster with your agency
  • Create ABM dashboards
PLUS GET THE 7 PRINCIPLES OF WINNING OVER BUYERS WITH ABM

The 7 Principles of Winning With ABM

PRINCIPLE #1

No Jargon Allowed. Ever.

To talk about ABM without getting the stink eye, ditch the marketing jargon and demonstrate how ABM improves the journey for customers.

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PRINCIPLE #2

Target. Everyone is not your customer.

Mass marketing is long dead. Stop counting the people you reach, start reaching, and identifying, the people that count.

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PRINCIPLE #3

B2B Marketing is personalized problem solving.

People are mostly interested in themselves. Personalize your message or risk being viewed as annoying and tone-deaf.

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PRINCIPLE #4

Get better at finding TAL accounts in the real world.

Stop wasting your budget on ineffective media. The difference between your TAL and account information used to buy media is massive and it’s costing you money.

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PRINCIPLE #5

If your content sucks, everything sucks.

Good content brings your brand to life and improves the journey for customers. Bad content is an expensive road to lousy sales and customer confusion.

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PRINCIPLE #6

You’ll never succeed without partners in sales and finance.

Instead of throwing leads over the fence – destroy the fence. You need total alignment of marketing and sales to really succeed in ABM.

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PRINCIPLE #7

Prove your impact, or perish. Please.

Learn your ABCs: Always Be Curious. And measure, measure, measure. You can either prove your impact with ABM or perish.

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ABM Like a Boss

Learn from battles, failures and triumphs of ABM’ers on the front lines