ABM delivers the highest ROI of any B2B marketing strategy or tactic.
An ABM plan would include:
Business overview – what your prospect does Key Insights relevant to your sales strategy and any common themes across the vertical markets Strategy of the business – this will include a high level set of objectives that the business is seeking to achieve Business tactics – the business tactics are activities that must be undertaken in order for the strategic objectives to be completed Key stakeholders
What is Most Wanted from Intelligent Business Decisions?
When it comes to prospecting, most people have realised that “spray and pray” doesn’t work. In fact, now with the implementation of GDPR it is in fact technically a breach of regulation.
Which is where the “Most Wanted” comes in….
Do you or each sales person have a top 30,50,100 list of clients that they would love to do business with? If you don’t know then maybe you have a target market? Manufacturing? Retail? Innovation incubators? Higher education? That’s fine too, we can research a list of target companies for you. And then with our experience in Account Based Marketing, we scale this down to do this:
Kick off workshop
We start our services with a half day workshop to include:
Identification of target accounts or segment of accounts in a vertical market to target Statement of vision and mission Buyer personas identified and documented Any history within the accounts Specific intelligence needed that is relevant to the campaign
A Most Wanted campaign would include:
Business overview – what each of the prospects do Key Insights relevant to your value propositions (and any common themes across the vertical markets) Key stakeholders identified Creation of opportunities for sales to pursue A target list of 30 key accounts should generate 3-4 opportunities for immediate follow up plus additional 2-3 opportunities for nurturing
Identify your target market Identify the right people in your target market – your ideal customer profile Research their needs Identify their behavioural style Determine an approach that will lead to building a bigger and better pipeline Use referral marketing practices to build relationships It is not an automated system but it is a framework and requires real people to make judgements
Your website is now your primary shop window, to the world and too your NEW CLIENTS.
We can guide you through building an effective website for both organic search and any internet advertising
We make sure it reflects your values and your mission.
Does the website reflect your digital strategy?
How do you keep up to date?
Optimising a website for search and conversion to bring leads to your door is all part of the service
. For anything more complex, such as integrations with CRM and e-commerce, we can advise on the best solutions and help to implement it.
What our clients say
intelligent business decisions assisted us with extremely professional and well researched and presented account insight for our ABM programme. We were able to develop very personalised and targeted content as a result, leading to a 60% conversion rate from cold prospect to engaged pipeline!
Tara Allison, Digital River, Global Marketing Director
The (ABM) program helped us increase our new business pipeline by $2.5 million and ensured we got the
best value and maximised the impact of our marketing efforts. We chose IBD as we had successfully worked together on various telemarketing campaigns.
We liked their consultative, collaborative approach and knew the team always deliver results.
Amanda Lopez, BackOffice Associates, EMEA Marketing Director
ibd helped us when we were looking for guidance in launching a software solution to be based on many years of bespoke development. They guided us through the process of choosing the solution to concentrate on, building the right marketing plan and working with the expert practitioners on the way, such as web designers and copywriters. The experience and connections from ibd to the many individuals involved in a marketing plan was invaluable and has led to the successful launch of Virtue.