If you’re like most people in the business world, you’re always looking for new and innovative ways to generate leads. And if you’re in the account-based marketing (ABM) space, that means finding new ways to target and reach your ideal customers. One of the best ways to generate ABM leads is through LinkedIn.
With over 630 million users, LinkedIn provides a wealth of potential customers and clients who can be targeted with specific content that speaks directly to their needs. When it comes to generating ABM leads on LinkedIn, there are a few key things you need to keep in mind:
ABM Leads: Potential Customers with a High Likelihood of Converting
ABM leads are potential customers who have been identified as having a high likelihood of becoming conversions. These leads are typically generated through marketing campaigns that target a specific account or group of accounts.
What is ABM or Account Based Marketing (ABM)?
With an Account-Based Marketing (ABM) approach, you can focus on targeting specific, high-value accounts for your marketing and sales efforts. By tailoring your messaging and content to each individual company, you can more effectively engage them.
When using an Account-Based Marketing (ABM) approach, the first step is to identify which of your high-value clients are the best fit for your product or service. Once you’ve identified those clients, you can focus on engaging them and closing sales.
Here’s how the account-based marketing strategy works:
If you’re looking for a way to boost revenue and deliver personalized experiences to your most valuable customers, account-based marketing may be the right strategy for you. By focusing on key accounts and tailoring your approach to each one, you can create a more targeted, efficient path to growth.
What Are the Benefits of Data-Driven Account-Based Marketing?
Before implementing any marketing strategy, it is important to evaluate if it is a good fit for your business. Account-based marketing strategies are no different.
To help you understand the benefits of a data-driven ABM strategy, here’s a quick overview of what it can do for you and your business.
ABM Sales Strategy – Align Your Sales and Marketing Teams
One of the biggest benefits of an ABM strategy is that it keeps your sales and marketing teams aligned.
Collaboration and communication between teams can help ensure that everyone is working towards the same goals. They should also work together to fulfill their individual roles.
When a lead comes into your CRM, your sales reps can spend less time trying to contact the prospect and more time actually selling to them. By spending more time with the customer, you can increase your average sale value and generate even more sales.
When your target accounts’ paid plans are about to expire, your sales team can reach out to them and offer them a discount or promotion. This can help retain them as customers and avoid a disruption in services.
Generate Higher Returns on Investment (ROI) With Account Based Marketing
Account-based marketing is all about focusing your marketing efforts on your best, most profitable clients.
By narrowing down your market, you can target your marketing campaigns more effectively. This helps you spend less money on marketing and puts your brand name in front of your target audience.
If you want to improve the results of your marketing campaigns, consider implementing an account based approach. This approach is more focused than more traditional approaches, which means that you have a higher chance of converting your leads into customers.
Additionally, if you leverage intent data for this approach, you can further improve your results.
Drive More Revenue With High-Value Accounts
Selecting high value accounts for your sales team to contact can make it easier for them to close deals. This is because you will be choosing accounts that are highly likely to purchase from you.
While using sales automation, you can more easily up-sell and cross-sell your high value customers. This can help you increase the average value of each sale and increase revenue for your brand.
How Can You Implement a Data-Driven ABM Technique for Your Business?
Now that you understand the basics of account-based marketing, let’s discuss how to use it.
Here’s how you can deploy an impactful account-based marketing strategy for your brand:
Identify Target Accounts For Your ABM Campaign
Identify which of your top accounts are most likely to generate more revenue. This will depend on your specific business goals.
Here are a few ways to find target accounts for your outbound sales efforts.
To identify the best target accounts, you should look for big companies that can help you increase your average order value and generate substantial revenue in the long run.
Additionally, it is important to find companies that need precisely the solution you are offering, as this will increase the likelihood of them purchasing your product.
Furthermore, you should target companies with a short decision-making process based on their company size and structure, as this will help you close deals faster and generate quick revenue.
Finally, it can be beneficial to target companies that are using products offered by your competitors. To engage them, you should highlight a feature that makes you stand out among your competitors.
Using these methods, you can identify which accounts to target for account based marketing.
But where can we find these targets?
If you’re looking for a specific set of companies, a CRM can help you narrow down your list. By looking at past interactions, you can identify which companies are the best fit for your product or service.
If you’ve found a company that you think would be a good fit, you can do some research and find other companies that are similar.
Competitor research is an effective way to discover new accounts for your sales team.
After you’ve created a list of potential companies, you should narrow it down by determining which buyers are the right fit. Create separate lists based on each buyer’s needs, and determine which decision-makers are in each account.
It is important to identify who the decision-makers are in your prospect’s company and find a way to engage them.
B2B Marketing – Research Your Target Accounts
To run a highly-personalized campaign, you need to fully understand the individuals you’re targeting.
You should do your research on who you’re targeting.
It is important that you research your target account’s industry and competitors in order to understand the market landscape.
Additionally, you should be aware of the company size in order to gauge the potential opportunity.
Furthermore, it is helpful to know the annual sales and revenue in order to assess the health of the business.
Finally, it is essential that you identify key decision makers within the organization in order to create a targeted approach.
You can usually find information about a company’s size, location, and industry on its website. You can also find this type of information in its annual reports and in press announcements.
Your goal is to contact the key decision-makers in target accounts. This will allow you to work closely with your sales team on campaigns. To locate these contacts, look for them on the website or in annual reports and press releases.
Measuring the success of your marketing campaigns is essential. You should set up key metrics (KPIs) that track, measure, and optimize your marketing efforts.
Some of the things you can measure are:
Tracking the ROI of content marketing can be tricky, but there are a number of key performance indicators (KPIs) that you can measure.
These include things like the number of page views, site visits, social media engagement, and lead generation. By measuring these KPIs, you can gain a better understanding of which parts of your strategy are working and which parts need to be improved.
By analyzing which accounts are generating the most revenue and which strategies are working best, you can identify your target accounts and determine which marketing strategies are most effective.
If you’re looking for a way to generate more ABM leads, LinkedIn is a great platform to use. With over 630 million users, you can target your ideal customers with specific content that speaks directly to their needs.
Keep in mind a few key things when creating your content, such as writing compelling headlines and descriptions, and including calls-to-action throughout your post. By following these tips, you’ll be on your way to generating more leads in no time!
Need Help Automating Your Sales Prospecting Process?
LeadFuze gives you all the data you need to find ideal leads, including full contact information.
Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:
- A company in the Financial Services or Banking industry
- Who have more than 10 employees
- That spend money on Adwords
- Who use Hubspot
- Who currently have job openings for marketing help
- With the role of HR Manager
- That has only been in this role for less than 1 year
Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!
We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!