Why ABM Can Lead to Smarter Business Growth

by Morgan Alverson | Mar 7, 2023

ABM is a powerful way to drive smarter business growth – focusing on the right targets.

We’ve talked a lot about efficient growth on our blog recently, and for a good reason. With the market we’re all facing, companies have to be smart with their dollars. Smarter business growth is a necessity for those in the lower middle market. 

You don’t want your sales team spending their time on unproductive activities and not enough time talking to the right people. This can lead to wasted time, wasted dollars and missed opportunities. Enter Account-based marketing (ABM). 

ABM is a smart way to tailor your overall marketing strategy to specific target accounts. This is important. These target accounts should be more likely to be interested in your product/service. You know exactly who you want to work with and what type of accounts work best with your business.

Account-based marketing can help you improve your bottom line by:

  • Increasing revenue – ABM helps sales teams focus on accounts that are most likely to buy from you, increasing the number of deals closed.
  • Saving time – It takes less effort for account-based marketers than traditional marketers because they don’t waste time chasing leads that won’t convert into customers or pushing products nobody wants.
  • Growing market share – By focusing on those most likely to buy from you (and excluding those who aren’t), account-based marketing enables companies with smaller budgets to compete successfully against larger competitors.

Start by identifying your best clients. What industry are they in? What is their niche? When you know what works best for your business, you can begin to identify and look for others like them. You need to create a list of ideal clients you’d like to work with. Then you can market directly to these accounts that make the most sense for your business.

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 by Morgan Alverson

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