Some alternative strategies to Account-Based Marketing (ABM) that can help teams differentiate between high-priority and low-priority accounts include Lead Scoring, Predictive Analytics, and Customer Segmentation. Lead Scoring assigns a value to each lead based on their behavior and engagement, helping to identify high-priority leads. Predictive Analytics uses historical data and machine learning to predict which leads are likely to convert, thus identifying high-priority accounts. Customer Segmentation divides the customer base into segments based on characteristics like industry, company size, or past purchases, which can help identify high-priority segments.
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Need a way to market to the highest-value clients that generate the most revenue? This Account-Based Marketing (ABM) presentation provides the tools t...
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Not all accounts are created equal or can generate an equal amount of revenue for the team. With ABM, the annual contract value, or ACT, of the accounts you target should be "the higher the better". This pyramid visualization is a great way to represent this. Even though Tier 1 only has 10 accounts, for example, each one has a higher ACT than the ones below it. This way teams can clearly differentiate between high-priority and low-priority accounts to allocate resources and apply the appropriate level of attention and treatment to each. (Slide 12)
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