Every CEO of a B2B company or the head of sales or marketing for one has at some point done account-based marketing without realizing it.
Account-Based Marketing is a business model that aligns the organization and improves marketing, sales, and service processes. You must go into the specifics and grasp the system to unlock the top benefits of an account-based marketing or account-based selling model.
Read More: Breaking Down Experiential Commerce: What Is It And Why Is It Important?
A Few of the Best Books to Help you Get Started with Account-Based Marketing or Account-based Selling
Account-Based Marketing by Sangram Vajre – This book is best for teams just starting with B2B account-based marketing. Account-Based Marketing provides a thorough overview of organizing account-based marketing, from account identification to account profiling, target outreach, and measurement.
In this book, there is a strong emphasis on utilizing data to make decisions at every process level. There’s also guidance on choosing the finest internet solutions for simplifying and automating your tasks. Sangram Vajre, who is the author of this book, is a co-founder of the company Terminus, which is a renowned ABM software vendor; he has a lot of personal experience when it comes to building B2B Account-Based Marketing models.
Predictable Prospecting – Predictable Prospecting is an account-based marketing book that concentrates on discovering and characterizing critical clients. It provides a comprehensive picture of the ABM process but excels in the prospecting phase.
Predictable Prospecting has practical applications and the use of step-by-step directions and concrete examples, making it simple for B2B marketing teams to learn the concepts. Predicting Prospecting is the book to read if your campaigns are faltering at this point or if you want to make sure your account-based marketing strategy is foolproof. Another advantage of this account-based marketing book is that it is not too long compared to other account marketing books. The book is authored by Marylou Taylor and Jeremy Donovan of Salesloft.
Key Marketing Metrics – Key Marketing Metrics is the ultimate book for B2B marketing. The book can also be used as a reference book for putting together your own marketing metric mix and going further into some of the essential KPIs; the book stands out from the rest. It’s hard to assess the efficacy of your account-based marketing initiatives without a clear idea of what you are measuring and how you are doing it. Online technologies, software, and various programs make tracking results at every stage of the process simpler, but knowing which indicators to pay attention to and understanding them effectively is critical for account-based marketing. Key Marketing Metrics is a book that contains all of the information you will ever require for B2B marketing.
Crucial Conversations – One of the most critical stages for B2B marketing is starting a conversation with a prospective customer. Good interaction with a prospect, whether by email, phone, or actual in-person meet-up, might be the difference between winning or losing a high-value account for a b2b business.
Crucial Talk includes a wealth of information that you can apply to your outreach and sales conversations. Every marketer and salesperson who is attempting account-based marketing should read this book. You will be amazed at how it shakes up your present strategy for seeking large accounts.
Read More: How Sales Teams Need To Align Better With Marketing Teams For Better ABM Output
Advantages of Account-Based Marketing
In today’s B2B landscape, account-based marketing (ABM) is gaining prominence, since ABM is a targeted strategy, you will have fewer measurements and objectives to keep track of.
When you target a smaller number of accounts, both goal setting and reviewing whether you reached those goals are easy. Furthermore, the thorough plans you created at the start of your campaigns make tracking your success simple. A key advantage of account-based marketing is the amount of data you can collect through account-based marketing campaigns.
Account-Based Marketing platforms enable B2B marketers to build up a process once and then scale it over several campaigns, allowing them to accomplish more with less. Automation makes media purchasing, ad targeting, modeling, and other tasks considerably more efficient. ABM also improves efficiency by focusing on important clients that generate the highest income and return on investment. There is no reason not to opt for account-based marketing in the current times.
Account-Based Marketing is growing and still seeing changes in 2022. There are a lot of possibilities for ABM to shift from leads to insight-driven sales leading to the demise of third-party cookies in 2022. So, B2B marketers and B2B sales should expect a thrilling year in 2022 for ABM. ABM can help them seize the reins and become the major drivers of revenue development for their company if they have the correct plan, right technology, and experience for account-based marketing.