However, since the dividing lines between these two roles will be fairly blurry, they’ll need to work together closely to ensure that each account’s needs are being met. In addition, if you are assigning certain tasks (like ad buying, etc) to other people, you’ll want to make sure that those roles are clear in advance. With all of the work that goes into ABM, everyone needs to be aligned and understand what they’re doing and how it plays into your overall strategy. 3. CHOOSE YOUR TARGET ACCOUNTS After everyone is on board and understands their roles, it’s time to start figuring out which accounts you want to go after.
Obviously, which accounts you whatsapp database pick (and how you find them) will be specific to your business, but here are some ideas to help you identify target accounts: Ask your key stakeholders, “Which deals from last year would we love to replicate?” Then, dig into that deal, figure out what made it great and use that information to identify similar potential clients. Call up your company’s favorite customers and interview them. See if you can identify what it is about the business that makes them such a good fit and any criteria you could use to find similar businesses.
Come up with an ideal customer profile and set up a search alert around those parameters on LinkedIn. Create criteria for your ideal customers (company size, industry, etc) that you can use to filter out leads in your CRM. Take a look at your existing leads and see if there are any businesses that love your content but aren’t buying yet. Once you’ve identified a set of criteria that describe your ideal target accounts, you’ll need to start digging to create a list of businesses that you want to work with.