The Curious Case of The Charley Horse Pipe

Yeah! You read it right. Have you faced this scenario before? Or is it better to put it this way. How MANY TIMES have you gone through this never ending, clogged pipeline? That meeting of your dreams between both Sales and Marketing - the alignment on an imaginary pipeline that will probably go warm or cold or dead, too soon. The Marketer is happy for the time being. You have your numbers, you have your metrics and goals sorted, but do you have your conversions?

How many of those marketing qualified leads are actual qualified leads?

It's like carrying loads of heavy weights with great aspirations of fitness and success, and not knowing if that’s what you need, or what to even do with it. Acquiring and nurturing disengaged accounts - to eventually losing it. Hundreds of marketing generated leads get stuck in this sort of pipeline for whatever reason, but not all of them are the kind of leads that mean anything to your business or what you have to offer. Or probably, you don't have your business model/product or solution clear in your head or in place to start with, let's park that discussion for later. Back to MQLs for those who have it in place (Marketing qualified leads).. The bandwidth, energy and resources wasted on hundreds of unqualified leads that doesn't end up converting into business, if used in the right manner would've meant a targeted approach to go after your key accounts that bring in the money.

We recently ran a poll to understand the biggest challenge that B2B marketers are facing at the moment. Here is the screenshot from the results of the poll:

The traditional B2B Marketer

If you are a B2B company, chances are that you are already doing a certain bit of account-based marketing without even realizing it. You select a narrow list of prospects. You use a combination of inbound & outbound & drips campaigns. The sales teams run campaigns targeting the decision makers at the account, do cold calls, invite them for events or host conferences to close deals. Iterate the same process. But most B2B companies probably aren’t marketing to their prospects the right way.

Is Account-Based marketing the new reality?

ABM relies on three major components, the technographic’s, Intent data & Programmatic advertising which makes it incredibly precise, targeted & personalized. This Sniper approach to marketing has the following ROI benefits.

?    Higher response rates

?    Reduced Sales Cycle

?    Less waste Marketing

Building your 2021 pipeline using Account Based Marketing

We are hosting a FREE webinar that would give you more insights on how you can accelerate the sales win rate by getting the right, quality leads and reducing the long loop to conversion.

In this webinar, we take you through

?    Building a personalized buyer journey with Account-Based Marketing.

?    How to reduce your Sales cycle and 2x your Engagements with Intent data.

?    Innovations in ABM Advertising, Intent data and Demand generation.

?    Not only that, but I'll also cover some recent success strategies for B2B Marketers.

Topic: Building your 2021 pipeline using ABM

Date: 3rd December, 2020

Time: 10.30 AM IST

Join this webinar and I'll show you how to build a consistent sales pipeline in 2021.

Photo by Andrea Piacquadio from Pexels