Why Leverage Actionable Account Maps While Executing ABM?
According to HubSpot,
"Researching Accounts and Identifying Target Contacts are the top two
tactics used by marketers within an ABM model." As such research and
identification are quite time, cost and effort consuming. The question here is
how to fuel the progress of the data-driven ABM approach? Here, B2B marketers
need to leverage the right tool and gain from accurate data. How? Well, by
cutting through the clutter of choices and by taking the full benefits of
actionable org charts of prospecting companies. So, what made these actionable
org charts one of the most effective tools, software, and integration solutions
for businesses that aim for impactful returns from a strategized ABM approach?
A well-analyzed ABM approach is known for enabling businesses
in reaching out to high-value enterprise accounts by implementing the most
effective strategy and continuously monitoring the same. Journey to which gets
easier when the sales and marketing teams get to leverage actionable account
maps as these charts help in:
·
Mapping down the pain
points, immediate requirements and more of the target profile
·
Leveraging accurate
insights on every decision-maker, influencer and stakeholder of the target
company and also their reporting structure, job roles, responsibilities and
more. This is highly effective in designing personalized campaigns.
In addition, the insights available in these org charts also
help B2B marketers to develop a value-based ABM action plan, reduces the sales
cycle and also provides-
·
The complete Business
Knowledge Graph of the target company and useful prospect intelligence. This
helps the sales and marketing teams ‘to understand the business context of a
company like key people, customers, investors, technologies and business
solutions’
·
Actionable insights on
the right people, job roles, titles, workload, responsibilities, and more help
B2B marketers to align respective offerings with their target’s business
prerequisites and challenges. Thus, enabling marketers to leverage the
opportunity to boost ROI through faster deal closures.
These are some of the reasons why businesses across the
industry verticals are seemingly adopting robust ABM solutions. Especially the
ones that are “incorporated with deep sales intelligence in the form of
complete Technology map, Connection map of an account.”
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