Chapter 1 – How to build a list from ABM ?

Course content

Resources

Introduction

Account-Based Marketing (ABM) is a strategic approach in B2B marketing to target specific high-value accounts. Instead of casting a wide net, ABM focuses on personalized outreach to a select group of accounts, making personalization efforts more relevant and effective.

Personalized outreach ensures that each account receives tailored solutions that address their specific challenges, building trust and long-term relationships.

Also, focusing on the most promising accounts typically leads to better conversion rates and increased revenue compared to traditional prospecting methods.

To implement an ABM Strategy:

Identify Target Accounts: Define the Ideal Account Profile (IAP) using key attributes like company size, industry, revenue, and growth potential.
Select specific leads: Determine your POC in each account you’ve chosen
Identify pain to address: Gather insights about each account to understand their pain points and business goals.
Personalize Campaigns: Develop tailored messaging and content that directly addresses each lead and account’s specific challenges.
Measure and Optimize: Continuously track campaign performance and adjust strategies to maximize impact.

By adopting an ABM-driven approach, you can focus your efforts on high-value opportunities, strengthen collaboration between sales and marketing teams, and deliver a highly personalized customer experience, leading to stronger relationships and sustainable revenue growth.

Use cases - ABM targeting for LGM

List 1 - Sales in Early Stage companies

We’re searching for Sales in early-stage companies

To identify early-stage companies, we focus on small but growing businesses that are likely looking to establish their sales and marketing functions. The key company attributes are:

Employee count: 1 ≤ employees < 10
Location : London
Industry : Technology Information and Internet

Job title: Sales

You can import your list and choose “Do not import leads already contacted”,

Only leads that have not been contacted via LGM will be imported into this audience

And you’re good to go!

List 2 - Sales in Pre-PMF companies

We’re searching for experimented Sales in Pre–PMF companies,

Pre-PMF companies are slightly more mature than early-stage startups. These businesses are still refining their go-to-market strategies but have a larger team and more defined sales operations.

Employee count: 11 ≤ employees ≤ 50
Location : Netherland
Industry : Technology Information and Internet

Job title : Sales manager, head of sales

You can import your list and choose “Do not import leads already contacted”,

Only leads that have not been contacted via LGM will be imported into this audience

And you’re good to go!

Now let’s move on to the next course : Building a Lookalike list

Chapter 1 – How to build a list from ABM ?

Introduction

Use cases - ABM targeting for LGM

List 1 - Sales in Early Stage companies

List 2 - Sales in Pre-PMF companies

Module 1 - Defining my targets

Module 2 - Building my database

Module 3 - Enriching my database

Module 4 - Automating my outreach

Module 5 - Managing replies & optimizing my performance

Module 6 - Building a lead machine