ABM accounted for 79% of all sales opportunities in 2020 and has only grown since then – in popularity and revenue.
Here’s a framework you can apply today and close quality business in the next 90 days:
Stage 1: MQLs – Identify and Engage
First off, dial in on your target prospects.
Tools like LinkedIn Sales Navigator or Apollo can help. Search by industry, company size, filter down firmographics.
Then, launch a content blitz. Think infographics on LinkedIn or quick explainer videos on YouTube.
Compare your solutions directly with competitors using simple, visual content. This review-based content excels in SEO and Ads as well (repurpose it).
👉🏻 From MQL to SQL: The Bridge
Once you have got their attention, solidify that interest.
1️⃣: Direct outreach. A personalized email or a LinkedIn message that references their specific pain points works wonders.
2️⃣: Showcase how you’ve solved similar issues. A short, punchy case study can be gold here. The aim? Move them to SQL status by showing your value, plainly and simply.
Stage 2: SQLs – Deep Dives and Demonstrations
Push the engagement further by scheduling a demo or a deep-dive session.
Use your Calendly for 1-off meetings – but don’t be lazy and ask them to find time in yours. Provide two options over the week.
(Next-day sales calls have the highest success rate.)
During these sessions, tailor your presentation to address their unique challenges, using real data or examples from similar clients.
👉🏻 The Heart of ABM: Personalization and Precision
The ABM funnel thrives on specificity.
For each account, craft a unique narrative. How does your solution fit into their specific context?
Build the journey from start to end: simple, but relevant and actionable.
Stage 3: Closing and Beyond – Cultivating Champions
Closed a deal? The journey doesn’t end there.
Transform happy clients into champions.
Encourage them to share their success stories and build on your case study database.
This cumulative effort pays off with trust being a key signal.
Platforms like LinkedIn or even a guest spot on your company blog can amplify their voice.
👉🏻 Maintaining Momentum: Expansion and Advocacy
Finally, always look for expansion opportunities within existing accounts.
Regular check-ins, updates on new features, or exclusive training sessions can spark new interest.
Set quarterly reminders to touch base and review metrics for amplified results.
And remember, a satisfied client is the best advocate.
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✍️ Follow Mario Peshev for B2B growth strategies based on hard data.
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