{"id":609,"date":"2022-01-25T07:15:26","date_gmt":"2022-01-25T07:15:26","guid":{"rendered":"https:\/\/lite1.6.siitgo.com\/blog\/?p=609"},"modified":"2022-01-25T07:15:26","modified_gmt":"2022-01-25T07:15:26","slug":"how-abm-automation-can-transform-your-sales-cycle","status":"publish","type":"post","link":"https:\/\/lite1.6.siitgo.com\/blog\/index.php\/2022\/01\/25\/how-abm-automation-can-transform-your-sales-cycle\/","title":{"rendered":"How ABM Automation Can Transform Your Sales Cycle"},"content":{"rendered":"<p><img src=\"https:\/\/i.pinimg.com\/originals\/21\/53\/5b\/21535bb74bbbc93a202c4ba93e3489da.jpg\" \/><\/p>\n<p>Have you ever gotten a promotional email for a product you already bought? Was it three times on a website before you could talk to someone about a problem? It can be very frustrating for someone as a customer.<\/p>\n<p>Many companies treat their leads the same way: as names on a list, deserving of an occasional email but not of individual care. The end result is a lazy and ineffective sales process.<\/p>\n<p>However, an impersonalized approach may seem the only option when you only have a small sales team and hundreds of leads to contact. Let us then take a look at how ABM can change your sales process for you<\/p>\n<ul>\n<li>What is the Essence of Using Account-Based Marketing?<\/li>\n<li>The Best Ways to Automate ABM<\/li>\n<li>Popular ABM Tools<\/li>\n<\/ul>\n<h4>What is the Essence of Using Account-Based Marketing?<\/h4>\n<p>Account-based marketing is an old hat. People in marketing have long known that their targets are accounts, not just single prospects. To be clear, the accounts&#8217; buying committees want their needs met.<\/p>\n<p>This is because each targeted account contact is given individual attention. The salesperson can focus on the lead&#8217;s specific wants and needs. The result is a higher ROI for ABM.<\/p>\n<p>The best, most relevant leads are targeted with ABM. As a result, ABM can lead to some of the most lucrative deals when done correctly.<\/p>\n<p>However, ABM is resource-intensive by nature. Learning about each company&#8217;s stakeholder and developing meaningful relationships takes time and effort.<\/p>\n<p>With finite resources, how can a rapidly growing company keep up? It is imply with ABM automation<\/p>\n<p>Accounting for Business Management (ABM) automation allows you to focus on each target account individually without sacrificing overall productivity.<\/p>\n<h4>The Best Ways to Automate ABM<\/h4>\n<ol>\n<li>\n<h4>Make Use of Workflows<\/h4>\n<\/li>\n<\/ol>\n<p>It requires a lot of manual, personalized effort from marketers and salespeople to do ABM properly. But there&#8217;s always room for improvement!<\/p>\n<p>Beginning with a map of your buyer&#8217;s journey, look for areas where automation can help.<\/p>\n<p>It&#8217;s especially useful when meeting a new lead for the first time. Like sending nurturing emails to leads after they&#8217;ve completed an action. You could also notify the assigned salesperson when a lead views your pricing page.<\/p>\n<p>So, without having to monitor and trigger those actions, leads are always contacted at the exact right time.<\/p>\n<ol start=\"2\">\n<li>\n<h4>Manage your leads by segment<\/h4>\n<\/li>\n<\/ol>\n<p>Keep track of each lead and account to ensure ABM efforts are successful.<\/p>\n<p>With ABM automation, you can automatically tag, segment, and score your leads based on demographics, online behavior, or other criteria that matter to your company.<\/p>\n<p>In order to convert target companies, salespeople must segment their contacts in real time.<\/p>\n<p>It&#8217;s easy to prioritize and track leads with automatic tagging. Contacting each lead at the right time with the right method will increase your chances of success.<\/p>\n<ol start=\"3\">\n<li>\n<h4>Customize content<\/h4>\n<\/li>\n<\/ol>\n<p>It takes a lot of personalized marketing content to treat prospects as individuals. Everyone who interacts with you should be aware of their specific situation.<\/p>\n<p>Again, ABM automation can provide that level of personalization without requiring too much manual effort from the user.<\/p>\n<p>Personalize emails, ads, and landing pages with ABM automation. A prospect&#8217;s location, previous interactions with your company, and brand knowledge will all be gathered. Use the data to customize messaging or a website section.<\/p>\n<p>Still mass-producing content, but tailored to each customer&#8217;s needs.<\/p>\n<ol start=\"4\">\n<li>\n<h4>Track your progress<\/h4>\n<\/li>\n<\/ol>\n<p>No sales process is complete without performance tracking. Which accounts closed and why?<\/p>\n<p>Automatic reports and dashboards make it easier than ever to improve sales performance. It&#8217;s easy to track progress when data is easily accessible. Less time spent creating reports means more time spent analyzing them for improvement.<\/p>\n<h4>Popular ABM Tools<\/h4>\n<p>There are more great tools available for your ABM efforts as ABM automation becomes more commonplace:<\/p>\n<ul>\n<li><strong>LeanData:<\/strong> LeanData&#8217;s Salesforce-native products cover Marketing, Operations, and Sales in particular. In addition, its platform allows for lead matching and gives sales teams a 360-degree view of each client.<\/li>\n<li><strong>Marketo Engage:<\/strong> Marketo Engage is a customer journey marketing automation platform. This platform uses AI to automate tasks. With Marketo Engage, you can use it for all ABM efforts.<\/li>\n<li><strong>HubSpot:<\/strong> HubSpot is a comprehensive CRM for Sales, Marketing, and Operations. There&#8217;s a powerful lead database, drag-and-drop workflows that can be coded, and personalized content.<\/li>\n<\/ul>\n<p>Those are just a few of the many available. Before selecting an ABM automation tool, evaluate your business&#8217;s needs and do extensive research.<\/p>\n<p>It is almost certain that ABM will increase your close rate and ROI. Fail, and your team will suffer.<\/p>\n<p>With ABM automation, you can give each lead the attention it deserves without adding a lot of extra staff.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Have you ever gotten a promotional email for a product you already bought? Was it three times on a website before you could talk to someone about a problem? It can be very frustrating for someone as a customer. Many companies treat their leads the same way: as names on a list, deserving of an &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/lite1.6.siitgo.com\/blog\/index.php\/2022\/01\/25\/how-abm-automation-can-transform-your-sales-cycle\/\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;How ABM Automation Can Transform Your Sales Cycle&#8221;<\/span><\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v17.7.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How ABM Automation Can Transform Your Sales Cycle - Lite1.6 Blog<\/title>\n<meta name=\"description\" content=\"Have you ever gotten a promotional email for a product you already bought? Was it three times on a website before you could talk to someone about a problem? 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