{"id":15445,"date":"2020-11-13T18:42:14","date_gmt":"2020-11-13T23:42:14","guid":{"rendered":"https:\/\/abmagency.com\/account-based-marketing\/strategy\/"},"modified":"2024-02-27T16:56:44","modified_gmt":"2024-02-27T21:56:44","slug":"strategy","status":"publish","type":"page","link":"https:\/\/abmagency.com\/en-au\/account-based-marketing\/strategy\/","title":{"rendered":"Strategy"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-page\" data-elementor-id=\"15445\" class=\"elementor elementor-15445\" data-elementor-post-type=\"page\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-9446656 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"9446656\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-05c1ce0\" data-id=\"05c1ce0\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-f3351ac elementor-widget elementor-widget-heading\" data-id=\"f3351ac\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">Building a Strategy for Account-Based Marketing<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d05b9f3 amp-calendly-fix elementor-widget elementor-widget-global elementor-global-5831 elementor-widget-text-editor\" data-id=\"d05b9f3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\n\t\t\t\t\n<link href=\"https:\/\/assets.calendly.com\/assets\/external\/widget.css\" rel=\"stylesheet\">\n<script src=\"https:\/\/assets.calendly.com\/assets\/external\/widget.js\" type=\"text\/javascript\" async=\"\"><\/script>\n<a class=\"elementor-button-link elementor-button elementor-size-sm\" href=\"\" onclick=\"Calendly.initPopupWidget({url: 'https:\/\/calendly.com\/account-based-marketing\/abm-demo-request'});return false;\" style=\"font-size: 18px;font-weight: 500;text-transform: uppercase;fill: #231F20;color: #231F20;background-color: #F2C217;border-radius: 100px 100px 100px 100px;\"><span class=\"elementor-button-content-wrapper\"><span class=\"elementor-button-icon elementor-align-icon-right\"><i aria-hidden=\"true\" class=\"fas fa-chevron-right\"><\/i><\/span><span class=\"elementor-button-text\">Get Demo<\/span><\/span><\/a>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d93ed75 amp-button elementor-widget elementor-widget-global elementor-global-5834 elementor-widget-button\" data-id=\"d93ed75\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/calendly.com\/account-based-marketing\/abm-demo-request\" target=\"_blank\" rel=\"nofollow noopener\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t<span class=\"elementor-button-icon\">\n\t\t\t\t<i aria-hidden=\"true\" class=\"fas fa-chevron-right\"><\/i>\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Get Demo<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-6990294\" data-id=\"6990294\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4c2b3ca elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4c2b3ca\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-904fa7f\" data-id=\"904fa7f\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-feb0584 elementor-widget elementor-widget-heading\" data-id=\"feb0584\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The Role of a Successful Strategy in ABM<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-866a5b2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"866a5b2\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-8bb51d4\" data-id=\"8bb51d4\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6eb4a2c elementor-widget elementor-widget-text-editor\" data-id=\"6eb4a2c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Account-based marketing for B2B companies always starts with a well-thought-out strategy. With that in place, your stagnant marketing system will evolve from \u201ckind of working\u201d to dynamic and indisputably successful.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ea3a448 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ea3a448\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;gradient&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-ee23675\" data-id=\"ee23675\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-06aff16 elementor-widget elementor-widget-image\" data-id=\"06aff16\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"150\" height=\"150\" src=\"https:\/\/abmagency.com\/wp-content\/uploads\/2020\/12\/Bulb-Icon-150x150.png\" class=\"attachment-thumbnail size-thumbnail wp-image-2854\" alt=\"\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-8bd2f51\" data-id=\"8bd2f51\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e8fd832 elementor-widget elementor-widget-heading\" data-id=\"e8fd832\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<span class=\"elementor-heading-title elementor-size-default\">91%<\/span>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-33 elementor-top-column elementor-element elementor-element-983483f\" data-id=\"983483f\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d2aea90 elementor-widget elementor-widget-text-editor\" data-id=\"d2aea90\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>of companies using ABM increased<\/strong><br \/><strong>their average deal size.<\/strong> (SiriusDecisions)<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b8de983 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b8de983\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b8cd894\" data-id=\"b8cd894\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-008fb08 elementor-widget elementor-widget-text-editor\" data-id=\"008fb08\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Below, The ABM Agency President Vincent DeCastro and Senior Campaign Analyst<br \/>Jason McDaniel explain ABM strategy in our biweekly webinar series.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-be10ae0 elementor-widget elementor-widget-image\" data-id=\"be10ae0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<a href=\"https:\/\/abmagency.com\/webinars\/\">\n\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"2560\" height=\"1380\" src=\"https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New-scaled.jpg\" class=\"attachment-full size-full wp-image-901\" alt=\"\" srcset=\"https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New-scaled.jpg 2560w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New-300x162.jpg 300w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New-1024x552.jpg 1024w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New-768x414.jpg 768w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New-1536x828.jpg 1536w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New-2048x1104.jpg 2048w\" sizes=\"(max-width: 2560px) 100vw, 2560px\" \/>\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-88eb100 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"88eb100\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-86f6fee\" data-id=\"86f6fee\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-dc5049a elementor-widget elementor-widget-heading\" data-id=\"dc5049a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">How to Create an ABM Strategy in 5 Steps<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-323a9a7 elementor-widget elementor-widget-text-editor\" data-id=\"323a9a7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>At The ABM Agency, we know a solid end-to-end ABM strategy, one that takes your marketing efforts to the next level, entails five key stages:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-340a2e1 elementor-widget elementor-widget-text-editor\" data-id=\"340a2e1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ol><li>Define buyer personas in the purchasing committee<\/li><li>Map buyer journey from awareness through evaluation<\/li><li>Collaborate on engaging assets for each journey<\/li><li>Unify messaging across all platforms and channels<\/li><li>Track accounts as they engage with the campaign in order to push them down the funnel<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-57ac3e3 elementor-widget elementor-widget-text-editor\" data-id=\"57ac3e3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><b>Let\u2019s take a deep dive into creating an account-based marketing strategy.<\/b><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-36bbe79 elementor-widget elementor-widget-heading\" data-id=\"36bbe79\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Defining Buyer Personas in Purchasing Committee<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f6b4fa1 elementor-widget elementor-widget-text-editor\" data-id=\"f6b4fa1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>ABM requires multiple departments in your organization coming together from start to execution\u2014sales, marketing, and customer success. Each member of the team will interact with different targets within an account at different points in the sales funnel\u2014so you want everyone to know the accounts inside and out.<\/p><p><strong>This begins with defining whom exactly your company wants to target.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4fbd32d elementor-widget elementor-widget-text-editor\" data-id=\"4fbd32d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<ul><li>What other companies are in a similar industry?<\/li><li>How big is this company, and who are its competitors?<\/li><li>Now, who\u2019s in charge? Have any new C-level executives just joined the team?<\/li><li>What\u2019s the organizational structure? Who actually has the buying power?<\/li><li>What does the procurement process of a product in your space look like?<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ec88a6a elementor-widget elementor-widget-text-editor\" data-id=\"ec88a6a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Figure out their buying habits, priorities, pain points, go-to industry publications, and current buying positions within their company.<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-dd71dc2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"dd71dc2\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;gradient&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-0a936ef\" data-id=\"0a936ef\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-c07f639 elementor-widget elementor-widget-image\" data-id=\"c07f639\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"150\" height=\"150\" src=\"https:\/\/abmagency.com\/wp-content\/uploads\/2020\/12\/Bulb-Icon-150x150.png\" class=\"attachment-thumbnail size-thumbnail wp-image-2854\" alt=\"\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-08a21ad\" data-id=\"08a21ad\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8dfaee1 elementor-widget elementor-widget-text-editor\" data-id=\"8dfaee1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\tThe Harvard Business Review found it takes an average\nof 6.8 people in the purchasing committee to sign off\non the purchase of a B2B solution\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f8099b2 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f8099b2\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b0e1f75\" data-id=\"b0e1f75\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-50e36c3 elementor-widget elementor-widget-heading\" data-id=\"50e36c3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Map Buyer Journey from Awareness Through Evaluation<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4246ec5 elementor-widget elementor-widget-image\" data-id=\"4246ec5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" src=\"https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Strategy-for-ABM-New.svg\" class=\"attachment-full size-full wp-image-955\" alt=\"\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-704a2b2 elementor-widget elementor-widget-text-editor\" data-id=\"704a2b2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Mapping the buyer\u2019s journey is one of the most important parts of an ABM strategy. Without defining your buyer\u2019s journey maps, you won\u2019t be able to effectively nurture and engage each member of the buying group with the right content. Each buyer persona will be associated with different stages of the funnel, so you must identify who is consuming your messaging and which channel\/asset will be most engaging.<\/p>\n<p><b>In the beginning stage (awareness), you\u2019ll use intent data to inform your decisions. As accounts move down the funnel, you\u2019ll measure engagement (did they or did they not engage, was it effective) and adjust your content accordingly.<\/b><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1e50e07 elementor-widget elementor-widget-heading\" data-id=\"1e50e07\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Collaborate on Engaging Assets for Each Journey<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0fe1c2c elementor-widget elementor-widget-text-editor\" data-id=\"0fe1c2c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Assets, including copy and graphic design, are everything. They need to be tailored and hyper-focused for every account, on every platform, at every stage of the sales funnel.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-c0d1edf elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"c0d1edf\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-66ec569\" data-id=\"66ec569\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-69985ef elementor-widget elementor-widget-image\" data-id=\"69985ef\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"1188\" height=\"1042\" src=\"https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Forms_of_Content_Marketing.png\" class=\"attachment-full size-full wp-image-968\" alt=\"\" srcset=\"https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Forms_of_Content_Marketing.png 1188w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Forms_of_Content_Marketing-300x263.png 300w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Forms_of_Content_Marketing-1024x898.png 1024w, https:\/\/abmagency.com\/wp-content\/uploads\/2020\/11\/Forms_of_Content_Marketing-768x674.png 768w\" sizes=\"(max-width: 1188px) 100vw, 1188px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3605df3 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3605df3\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-9357c03\" data-id=\"9357c03\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3771532 elementor-widget elementor-widget-heading\" data-id=\"3771532\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Remember:<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a8202e3 elementor-widget elementor-widget-text-editor\" data-id=\"a8202e3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\tYour targets will consume content in different ways, so multiple channels should be used for your ABM campaigns. This means a lot of companies understandably just don\u2019t have the bandwidth for ABM, but this is where you can bring in a full-service ABM agency to handle everything from brainstorming content ideas to copywriting and graphic design.\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-537e08f elementor-widget elementor-widget-heading\" data-id=\"537e08f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Unify Messaging Across All Platforms and Channels<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-881a12e elementor-widget elementor-widget-text-editor\" data-id=\"881a12e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>In order for an ABM campaign to succeed, there must be the unification of messaging across platforms and channels. Yes, it will change as the account moves through the funnel, but consistency is key.<\/p><p>Content marketing messaging should be in line with the message the account sees in marketing automation channels. The landing page messaging should align with the buyer persona message when the account reaches the consideration stage. In the final evaluation stage, there should be 1-to-1 messaging and design that includes the particular buyer persona\u2019s pain points as well as graphic identifiers for the account\u2014all while maintaining a consistent, trustworthy message.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-1f4c496 elementor-widget elementor-widget-heading\" data-id=\"1f4c496\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Track Accounts Engaging with the Campaign in Order to Push Them Down the Funnel<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a8d29b5 elementor-widget elementor-widget-text-editor\" data-id=\"a8d29b5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Now we\u2019ve reached the strategic step that sets what The ABM Agency does apart from others in the ABM game. In order to push accounts down the funnel (and keep track of them), we use something called account scoring, an amalgamation of data points (including intent data and on-site interaction) used to advise sales and marketing teams about funnel placement, effectiveness of content, and where to spend more (or less) of the budget.<\/p><p>ABM efforts (all of the data) can be tracked closely and adjusted in real-time with a user-friendly dashboard and effective reporting tools. If a target starts to flounder in your funnel, cross-reference that performance with the personalized content they\u2019ve received and update your outgoing content accordingly.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-eb90551 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"eb90551\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;gradient&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-d3d736d\" data-id=\"d3d736d\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8984677 elementor-widget elementor-widget-heading\" data-id=\"8984677\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<p class=\"elementor-heading-title elementor-size-default\">Interested in developing an ABM strategy for your business?\nCheck out our blog, or reach out to our experts today.<\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-171886f elementor-align-center elementor-widget elementor-widget-button\" data-id=\"171886f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-button-wrapper\">\n\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/abmagency.com\/contact-us\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Get Started Now<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Building a Strategy for Account-Based Marketing Get Demo Get Demo The Role of a Successful Strategy in ABM Account-based marketing for B2B companies always starts with a well-thought-out strategy. With that in place, your stagnant marketing system will evolve from \u201ckind of working\u201d to dynamic and indisputably successful. 91% of companies using ABM increasedtheir average [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":13292,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"footnotes":""},"class_list":["post-15445","page","type-page","status-publish","hentry"],"_links":{"self":[{"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/pages\/15445","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/comments?post=15445"}],"version-history":[{"count":0,"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/pages\/15445\/revisions"}],"up":[{"embeddable":true,"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/pages\/13292"}],"wp:attachment":[{"href":"https:\/\/abmagency.com\/en-au\/wp-json\/wp\/v2\/media?parent=15445"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}