Struggling with B2B Growth? Winning ABM Tactics to Try

Struggling to align your marketing and sales teams? A solid account-based marketing strategy is the solution. ABM isn’t just a buzzword—it can boost revenue by 208%. In this article, we’ll cover top ABM tactics to help you make a real impact.

What Is Account-Based Marketing?

Imagine flipping the script on traditional marketing. Instead of casting a wide net and hoping for the best, ABM focuses on identifying high-value accounts right from the start. It’s about crafting personalized strategies to engage the accounts that align perfectly with your Ideal Customer Profile (ICP).

Why should you care? Businesses that use ABM tactics often report massive wins, like a 208% boost in revenue and a 171% spike in annual contract value. If you’re ready to see results like this, keep reading—we’re diving into everything you need to know.

3 Core Pillars of an Awesome Account-Based Marketing Strategy

#1 Targeting Like a Pro

ABM is about precision—focus on the accounts that truly matter.

How to Nail It:

-Collaborate with sales to refine your ICP and identify top accounts.

-Use predictive modeling to filter by industry, size, and behavior.

-Keep your list relevant to maximize ROI.

#2 Personalization That Feels Genuine

Avoid generic messages—personalization is key for high-value accounts.

Pro Tips:

-Tailor emails, case studies, and videos of each account's challenges.

-Show how your solution aligns with their goals.

-Use automation to scale while maintaining a personal touch.

#3 Keeping the Conversation Going

ABM is a long-term strategy focused on nurturing relationships.

What to Focus On:

-Regular touchpoints through newsletters, follow-ups, and updates.

-Align sales and marketing teams with communication strategies.

-Track engagement and adjust as needed.

Top Account-Based Marketing Tactics You Can Start Today

1. Build a Targeted Account List That Works

A strong ABM strategy starts with a solid account list—your roadmap for success.

Steps to Build It:

• Analyze historical data to spot trends like industry and pain points.
• Use a reliable B2B data provider for accurate, up-to-date information.
• Prioritize accounts that fit your ICP and have clear needs.
• Regularly collaborate with sales to refine and align the list.

2. Turn Social Media Into Your Secret Weapon

LinkedIn is a goldmine for B2B insights—use it strategically.

What to Do:

• Follow target accounts, engage with their posts, and build rapport.
• Use LinkedIn Sales Navigator to find decision-makers and personalize outreach.
• Share content like case studies and thought leadership to build trust.
• Monitor competitors and join relevant group discussions to refine your approach.

Related: Keys to Generate Leads and Boost Sales

3. Create Campaigns That Wow

ABM isn’t about generic campaigns—personalize for each account.

Ideas to Try:

• Create custom whitepapers or webinars focused on their pain points with actionable insights.
• Use real-time data on their company to personalize messaging.
• Share success stories and case studies to build credibility.
• Offer exclusive events or networking invitations aligned with their interests.

Example: A tech company boosted market reach, secured 89 sales appointments, and generated 67 webinar registrants by outsourcing ABM lead generation to Callbox.

4. Combine Ads with Personal Touches

Add digital flair to your outreach for better results.

Here’s How:

• Run targeted LinkedIn or Google ads with a tailored copy.
• Follow up with a personalized email or InMail referencing the ad.
• Use video messages for a personal, engaging touch with industry-specific visuals.
• Use retargeting ads to reinforce your message across platforms.

5. Get Interactive

Interactive content is both fun and effective.

Try These Ideas:

• Build calculators or ROI tools to showcase your solution’s value.
• Host live Q&A sessions tailored to industry trends and account challenges.
• Create quizzes that guide prospects to relevant solutions.
• Design polls or surveys to gather insights and demonstrate expertise.