unbillable hours - a podcast about better professional services marketing S22E1 - Account-based marketing
23 snips
Jun 30, 2023 AI Snips
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Targeted ABM
- In account-based marketing (ABM), focus on a specific set of accounts instead of the entire market.
- Avoid creating a wishlist; base your target account list on important criteria.
ABM Process
- Effective ABM involves continuous list review and strategic account planning.
- Assign team members to specific buyer personas within target accounts.
Buyer Identification
- Identify business and technical buyers within target accounts.
- Avoid making assumptions; base buyer personas on real insights, not just guesswork.