Account-based marketing (ABM) is a strategy that can be extremely beneficial for B2B sales organizations. It allows sales and marketing professionals to influence collective groups of decision-makers within an entire target account. ABM essentially flips the traditional sales funnel, starting with identifying a target account then nurturing and marketing to that account through the funnel. Accurate data is the foundation of successful ABM. It is also crucial to identify the accounts most likely to buy your product or service.

Learn from our experts how to implement or optimize your ABM plan, and how DiscoverOrg data and tools can help you excel.

Top Account-Based Marketing Articles

7-Step DIY Data Segmentation for Account-Based Marketing
The foundation of an effective ABM strategy is database management and customer segmentation.
How to Create an Ideal Customer Profile (ICP)
It takes time, money, and people to attract, convert, and delight new customers. Optimize your resources by defining your ideal prospect.
VIDEO: 3-Step Account-Based Strategy to Build Pipeline
An ICP is a great start. But how do you know who’s in the market to buy? Learn to use fit and intent data to prioritize your sales engagement efforts.

How to Build a Sales and Marketing Database from Scratch

Do you need to build your marketing list, but don’t know where to start? If you’ve been given the task of setting up your company’s sales and marketing database, you’re...
February 27, 2019
Account-Based Marketing
6 min read

The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs....
February 13, 2019
Account-Based Marketing
7 min read

DiscoverOrg Certification: A Customer Love Story

Love is in the Air. What’s Love Got to Do With It? Can’t Get Enough of Your Love, Baby. Did you know there are over 1,200 songs with the word...
February 12, 2019
Account-Based Marketing
4 min read

[VIDEO] 360-Degree ABM: Uncover Your Buyers, Leverage Intent, and Engage Accounts

Hello! Todd McCormick here, CRO of Terminus. I’m excited to join our partners at DiscoverOrg in beautiful Vancouver, Washington, for a whiteboard session. I’ll be talking about one of the...
January 23, 2019
Account-Based Marketing
3 min read

The Coming Customer Data Tsunami: 3 Predictions for 2019

“Big data” is very 2012. But big data has historically referred to gobs of behavioral data. Most conversations around big data reference healthcare data, GPS/location data, data within government and...
January 2, 2019
Account-Based Marketing
4 min read

How to Create an Ideal Customer Profile (ICP) to Target the Right Customers

The Ideal Customer Profile (ICP) is used to identify, source, and prioritize your best prospects - but how do you create an accurate ICP in the first place?
November 14, 2018
Account-Based Marketing
4 min read

[VIDEO] How to Allocation Resources for Account-Based Marketing

Today we're going to walk through the four-step formula for deciding how you should allocate your marketing resources towards account-based marketing efforts. It's not the same for every company, and typically it doesn't mean abandoning inbound for ABM. Let's start with the first question: "Do you have a long and complex sales cycle?" This will affect your resource allocation.
August 22, 2018
Account-Based Marketing
3 min read

7-Step DIY Data Segmentation for Account-Based Marketing

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty gritty. When confronted with the details – database management, segmentation, and content creation –...
August 14, 2018
Account-Based Marketing
8 min read

What Marketers Can Learn from Motherhood (and Vice-Versa)

“I know you really want to play on your iPad right now, so if you can get your room cleaned up in 20 minutes, you’ll have a whole hour of play time before dinner. The longer it takes to get your room picked up, the less time you’ll have to play.” Suddenly the issue is not whether they want to clean their room. The issue is how to clean their room fast enough! Sound familiar?
May 15, 2018
Account-Based Marketing
9 min read
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