Account-based marketing is a newly emerging concept and has shown its value to B2B marketers. Generally, account-based marketing requires the sales and marketing resources are set on a clearly defined set of target accounts within a market. B2B marketers regard the account-based marketing as a key strategy in their marketing plan. While why is account-based marketing so important? JumoreGlobal Insights lists the biggest advantages to help you understand how it works to boost B2B sales.
- Suitable use of marketing resource
Account-based marketing helps marketers to use the resource in a reasonable way and avoid time and cost waste. Account-based marketing provides the main features of each account which could be analyzed by the marketers, and then the marketers could transmit the specified content to the target customers according to the analysis. Moreover, marketers could also cooperate with the sales staff to serve the key customers. They can discuss specific promotion and sales strategy according to the customers’ features. During this process, both the marketers and sales will know the customers better and take full advantages of themselves. Such method means resource in the company could be used properly.
- Precise analysis of customers’ features and demand
Account-based marketing will take advantages of technologies to record customers’ behavior, which is an effective way to analyze customers’ features and demand in real time. Marketers usually pick out the particular customers who have common features to promote their products via account-based marketing. Thus the customers are more easily to be evaluated as marketers had maintained some of their features. And it will be helpful to introduce the proper products or service to the right customers by recognizing their features and demand.
- Efficient method to find target customers and promote personalized information
Account-based marketing is a useful tool to obtain the data which is the key to marketing. For instance, before the marketing team promote a new product, they need to find “the right customers” who are probably accept the product and then they will promote personalized information to those customers. While the customers may get the information that they need and impel them place order. Therefore, it’s cost-effective for both suppliers and buyers to utilize account-based marketing.
- Valuable way to make profits
According to related statistics, “when account-based marketing has been in use for at least a year, 60% of users reported a revenue increase of at least 10% and 19% reported a revenue impact of 30% or greater”. Success rate of business will be increased by finding the right customers and utilizing proper method to cooperate with them. Then the profits will be produced through the transaction. Account marketing is just the right way to help you make profits.
Account-based marketing is widely used by B2B marketers, and it can be used to combine with other ways of marketing, such as social media marketing, e-mail marketing, or even telemarketing, which will help marketers to reach their goals finally.