If you want to increase your B2B company’s sales, implementing digital marketing strategies such as Account Based
Marketing (ABM) and Inbound Sales (IS) can help you reach your desired customer.
Don’t know what these concepts are about or how they are related? Pay attention, because in this article we will tell you
what benefits they can have in your sales strategy and how you can work on them together.
Marketing strategies for B2B sales
Nowadays, sales and marketing strategies are more customer-oriented than product-oriented. In the case of B2B
companies, knowing who you want to reach and how your service can benefit them helps sales and marketing teams focus
their efforts on devising a strategy to reach your company’s buyer persona .
Some methods that can help you with this are Account Based Marketing and Inbound Sales, whose strategies are based
on recognizing who you want to reach and what actions you can take to successfully close a sale.
What is Account Based Marketing?
Account Based Marketing is a concept that encompasses marketing and sales functions to create a personalized
strategy, considering the purchasing experience of those potential customers who have been identified by both areas.
This method makes resources more efficient, since it is designed to nepal phone number list reach those customers who
are more likely to make a purchase with your company and not to try to reach a large number of prospects who do not
qualify as part of your buyer persona.
Here, the sales and marketing teams are responsible for creating a joint strategy, always thinking about satisfying the client’s needs, considering the entire contact path.
What is Inbound Sales?
On the other hand, Inbound Sales is a sales methodology that what is the best time to display these pop-ups? comes
from Inbound Marketing . While the latter aims to attract the customer to the company, Inbound Sales accompanies the target customer in their purchasing decision based on trust to achieve a sale.
Accompanying and guiding the client in their purchasing process is essential to increase the chances of sales. Inbound
strategies work like a magnet to attract those qualified prospects who show a greater interest in purchasing your services,
so inbound sales makes it easier for you to reach the client you want.
How are both methodologies related?
Both are focused on connecting with the target customer. On the one hand, Account Based Marketing investigates the
potential customers you can reach, defining their profiles and who you should communicate with to start the buying and
selling process. On the other hand, Inbound Sales is applied once we make contact with the customer, with the intention
of guiding and accompanying them until they make the purchase decision.
You could simplify the idea in that Account Based Marketing helps you design a strategy to reach the potential client , while the Inbound Sales strategy (with the help of inbound marketing) structures how you are going to communicate and relate with the person who will make the united kingdom data purchasing decision.
In short, both strategies are complementary. Implement them appropriately in the buyer’s journey , always keeping the customer and their needs as the focus of your strategy so that your service helps heal a pain.
This way, your sales and marketing teams can work together to simplify the sales cycle and achieve a higher return on investment, reaching the customer you want to maximize your B2B company’s sales.
