ABM Insights: Trends, Conversion, Email Profits & Fintech?Strategies
Arun Gopalaswami ??
ABM Evangelist | B2B Marketing & GTM Leader | Product Strategist | Startup Mentor | Podcast Host
ABM Statistics of the Week
Based on Momentum ITSMA's 2022 research on ABM, a significant portion of ABM programs are projected to witness budgetary growth in 2023, with approximately half of them planning to expand their workforce.
The study found that -
71% of companies will increase ABM spending in 2023 by an average ABM Budget Growth of 13.1%.
50% of companies will increase ABM staff in FY2023 by an average Growth of 9.7%.
Looking ahead to 2023, ABM program leaders are focused on expansion, efficiency, and investments in people and tools such as Recotap ABM Platform .
5 Emerging Trends that Will Shape the Future of ABM
As AI technology improves, personalization and multi-channel engagement will become increasingly important in the future of ABM. Strong integration with sales teams and the use of intent data to target qualified leads will also be crucial in driving growth and revenue. Marketers must stay ahead of emerging ABM trends to ensure success.
The Role of Conversion Intent in Sales Velocity and Sales Productivity
The way leads/accounts enter your pipeline is the biggest predictor of sales velocity metrics, such as win rates, sales cycle lengths, and ACVs. Separating conversion sources between declared and low intent, and measuring core sales analytics between the two, can guide revenue strategy.
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Declared intent leads have 149x higher lead-to-win rates and 18x greater sales velocity than low intent leads. Teams should plan and build goals separately for these two pipeline sources.
How B2B Email Marketing Remains the Most Profitable Channel for Marketers
Email marketing may not be the newest trend, but it's still highly effective in reaching and engaging with your B2B audience. With 16% of senders finding, it 'highly successful' and 43.5% finding it 'kind of okay', it's a direct line of communication to your audience's inbox and allows for personalization, segmentation, and tracking engagement metrics. Don't discount email marketing as a viable communication channel for driving engagement and conversions.
4 Steps to Getting Started with ABM for Fintech Marketing
Fintech businesses can achieve better marketing results and build stronger relationships with target customers through ABM. By focusing on specific high-value accounts and tailoring sales and marketing efforts to their unique challenges, businesses can use ABM to efficiently allocate resources and drive conversions.
To get started with ABM, businesses should identify their ideal customer profile, build a target list, plan their approach, and monitor effectiveness through key metrics.