“60% of those companies who have employed an ABM strategy for at least one year attribute a revenue increase to its use.”
Marketing and sales alignment
ABM requires a focus from both marketing and sales teams, which can be a challenge for many. Which means that sales and marketing must be aligned at the beginning of the ABM campaign to ensure the right data-driven decisions are made throughout the sales cycle.
ABM is more precise, targeted, personalized, and accurate than traditional inbound and outbound B2B marketing campaigns. Which is why it generates the highest ROI among B2B marketing tactics while also driving more efficiency. A typical ABM campaign has fewer opt-outs and higher response rates.
Shorter sales cycles
ABM speeds up the sales process since unqualified prospects are eliminated very early in the process. Marketing and sales teams can focus on the accounts that are most likely to convert and provide those accounts with the most personalized experience to help them to convert quickly.
“70% of ABM users report that their sales and marketing teams are mostly or completely aligned, compared to 51% for non-ABM users.”