Selecting target accounts is an important step in increasing the effectiveness of ABM.
First, we evaluate various client companies based on annual sales, industry, business type, size, etc.
Among these, we select austria cell phone number list the companies that have built a relationship of trust with our company and are the most profitable as our target accounts.
It is also recommended to set criteria such as high brand recognition in the market and a strong competitive advantage within the industry.
When narrowing down your customers, you can use tools to improve your work efficiency.
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Next, the sales and marketing departments will work together to decide on an approach strategy for the target accounts that have been set.
First, understand the purchasing process of your target accounts and then consider your approach strategy for each stage, the tools to use, and the channels through which customers will be brought in.
If the target account you have set is an existing customer with a history of transactions with you, share detailed information such as sales records to develop the optimal approach strategy.
It is also important to clarify the desired goals of the approach strategy decided upon this time so that appropriate improvement measures can be developed through future evaluation.
3) Measure the effectiveness and implement the PDCA cycle
Once you have implemented the approach strategy set out in the previous stage, it is important to measure its effectiveness and make improvements.
Specifically, you should compare the measurement results with the goals you set in advance, clarify any discrepancies, devise optimal improvement measures, and effectively implement the PDCA cycle.
The data collected and managed through ABM should be shared and coordinated between the sales and marketing departments, and analyzed in an integrated manner.
Tools that can be used to implement ABM
Here are some tools that can be used to implement ABM.
This may be useful for companies that want to improve business efficiency or reduce costs.
We recommend that you introduce tools that match your company's industry, challenges, etc.
uSonar
SATORI
Salesforce
Sansan
uSonar
uSonar is a customer data integration tool that includes corporate data covering 99.7% of domestic locations.
By utilizing this tool, you can streamline data maintenance tasks and improve the accuracy of data regarding customer information and transaction information.
This will improve the overall quality of your marketing and sales activities.
This is a recommended tool for companies that have low data accuracy, insufficient data volume, or want to perform data management tasks efficiently.
■Official website: uSonar
SATORI
SATORI is a marketing automation tool.
By utilizing this tool, companies can directly approach targets that match their criteria and increase conversion rates on their websites.
It is also possible to deliver retargeting ads and create inquiry and document download forms.
This is a recommended tool for companies that want to implement advanced marketing strategies to increase potential customers, improve the quality of new customer development, or increase communication with customers.
■Official website: SATORI
Salesforce
Salesforce is a tool used by many companies around the world, primarily for its sales force automation (SFA) and customer relationship management (CRM) systems.
We offer a variety of services depending on your purpose, including Sales Cloud, Service Cloud, Marketing Cloud, and Salesforce Platform.
Utilizing this tool allows you to centrally manage important customer data, which can lead to improved work efficiency and productivity, potentially contributing greatly to increased sales.
We offer a wide range of services to address challenges specific to specific industries, including manufacturing, financial services, retail, and telecommunications, so you can utilize the one that best suits your company.