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Targeted ABM and Optimised Campaign

Unleash the power of Account Based Marketing (ABM) & Pursuit Marketing

ABM in sales and pursuit marketing are complementary strategies for improving a business’s sales effectiveness. ABM targets high-value accounts, tailoring marketing efforts to their specific needs. Pursuit marketing involves strategically pursuing specific high-value opportunities and building relationships to win complex deals. Together, they help businesses win more high-value accounts.

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Let us understand about how Account Based Marketing (ABM) and Pursuit Marketing can tactically help you

What is ABM

ABM stands for Account-Based Marketing, which is a marketing strategy that involves targeting specific high-value accounts or customers, rather than a broad audience.

ABM typically involves identifying key decision-makers within the targeted accounts and tailoring marketing and sales efforts to their specific needs and interests. This approach requires a high level of personalisation and customisation, as the goal is to build long-term relationships with these high-value customers.

ABM is often used in B2B (business-to-business) marketing, where the sales cycle can be long and complex, and the value of each customer is high. By focusing on a small number of high-value accounts, marketers can prioritize their efforts and resources, and achieve a higher conversion rate and revenue per account.

What is Pursuit Marketing

Pursuit marketing is a sales strategy that involves targeting specific high-value accounts or opportunities and pursuing them aggressively. The goal of pursuit marketing is to win complex deals or sales opportunities by building relationships with key decision-makers, understanding the customer’s needs and pain points, and demonstrating value through case studies or other means.

Pursuit marketing is often used in B2B (business-to-business) sales, where the sales cycle can be long and complex, and the competition is fierce. This approach requires a deep understanding of the customer’s needs and a strategic approach to building relationships and demonstrating value.

Pursuit marketing can involve various tactics, such as targeted outreach, customised content and presentations, in-person meetings, and personalised follow-up. By pursuing high-value accounts or opportunities strategically, businesses can win more complex deals and achieve their sales goals more efficiently and effectively.

Does Inbound and Outbound Marketing has a role in Pursuit Marketing and ABM ?

Yes, both inbound and outbound marketing can play a role in pursuit marketing.

Inbound Marketing

Inbound marketing involves creating content and resources that attract potential customers to your website or other online channels. This can include blog posts, whitepapers, ebooks, and other types of content that educate and inform your target audience about your products or services. Inbound marketing can be effective in pursuit marketing by attracting the attention of potential customers and establishing your brand as a thought leader in your industry.

Outbound Marketing

Outbound marketing, on the other hand, involves actively reaching out to potential customers through channels like email, phone, or direct mail. This can include targeted outreach to specific individuals or companies that you have identified as high-value accounts or opportunities. Outbound marketing can be effective in pursuit marketing by directly engaging potential customers and building relationships with key decision-makers. In both cases, the goal is to create and distribute content that is tailored to the specific needs and interests of your target audience, in order to build relationships and demonstrate value. By combining inbound and outbound marketing tactics, businesses can create a comprehensive pursuit marketing strategy that maximizes their chances of winning high-value accounts or opportunities.

How GTMSonic helps you to transcend the intersection of inbound and outbound leverage pursuits marketing

We help our customers maximize their sales effectiveness by combining ABM (Account-Based Marketing) and pursuit marketing. Here's how:

Identify High-Value Accounts: First, GTMSonic can work with its customers to identify a set of high-value accounts that are worth pursuing. This can be based on factors like revenue potential, strategic fit, or other criteria.

Tailor Marketing Efforts: Once the high-value accounts have been identified, GTMSonic can help its customers tailor their marketing efforts to the specific needs and interests of each account. This can include personalized content, targeted advertising, or other tactics.

Pursue Accounts Strategically: With the marketing efforts in place, GTMSonic can help its customers pursue the high-value accounts strategically. This can involve building relationships with key decision-makers, understanding the customer's pain points, and demonstrating value through case studies or other means.

Track and Optimize Results: Finally, GTMSonic can help its customers track and optimize the results of their ABM and pursuit marketing efforts. By measuring key metrics like conversion rates and revenue per account, they can fine-tune their approach and maximize their ROI.

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