What’s the one thing that is better than inbound marketing? It’s the power of relationships.
Relationship marketing, account-based marketing or simply a business relationship is where you’ll want to be in 2019. Thankfully, the days where we set up a nurturing campaign and then we would forget about it, are gone.
That’s good news!
And, that’s because business owners are busier than ever. We’re faced with more critical decision-making issues while keeping up-to-date with technological advances, content trends and buying behaviours disrupting every industry or personal life – the fact remains is that no large sale happens in a vacuum.
Every successful person will tell you they didn’t get their success on their own.
Limitations of Inbound Marketing
Here’s the other thing we need to consider. The online world is a busy place. It is getting harder, somewhat expensive to get noticed with even the best inbound marketing program. Inbound marketing has its value but relying solely on these tactics to get sales leads to come to your door isn’t a doable strategy.
Outbound Marketing Has Its Place
I do love outbound marketing; it’s where you’ll get the big sales and meet the people who will change the world. But, outbound marketing doesn’t provide precision data that inbound marketing offers.
Blend both tactics in your marketing plan is best and yes, which includes account-based marketing. Let’s take a deeper dive into Account-Based Marketing and where it should be placed in your marketing strategy for 2019.
Benefits of Account Based Marketing
Account-based marketing is aimed at sales lead generation. It usually combines inbound, outbound marketing and account-based marketing, creating programs to convert and nurture qualified buyers. Account-based marketing also establishes the main lead in your company who will learn and manage the account.
Align Sales and Marketing Teams
Your lead, sales and marketing teams need to work together to builds relevant communications with target accounts. Another area is the CRM, ensure that it is set-up in a manner where everyone sees who is managing or nurturing the business deal. Internal transparency is essential, which will help to align sales and marketing teams.
You’ll be able to identify target accounts better, develop a communication strategy and outreach tactics. These teams will also have a better understanding of quality sales leads and agree to what success looks like when reviewing the campaign’s progress.
Build Relevant Resources
Because your teams will be aligned, your marketing team will be able to develop relevant and valuable communication tools and resources for your account.
Make it personal. Call, visit and learn all you can about your account’s industry. Be honest about your company’s capability; it will help cement your relationship. People are tired of the sales pitch. And, like any stable relations, give it time.
Involve Your Marketing Team At Every Step
Don’t just add every content to your irritating, dull nurturing funnel. Stop believing that simplicity of “plug and play” will win you those big sales. Marketing needs to be present at every stage of the sales process, providing quality content and understanding where the lead is at in the buying process.
Once we get the right client, we have the power of the relationship that has remained a constant for any business. In the end, we need to stop replacing technology and quantity with quality and real relationships.