Cetrix Blog

Account based Marketing

Account-based marketing (ABM) focuses a vendor’s marketing and sales resources and efforts on specific customer or prospect accounts that will likely gain them the most. It differs from traditional marketing approaches whereas marketing is typically organized by industry or product/solution. ABM merges all these divisions and uses them to focus on the most profitable accounts.

What is lead scoring?

According to Wikipedia, lead scoring is to hierarchically ranking prospects against certain objectives. The resulting score determines which one beto engage, and in what order of priority.

Sales have become much more precise because of innovative sales techniques and customer relations software. You want to sell your product to long term customers. To do so, you need to develop leads into customers. 

One of the first things to understand about finding customers is that you have developed a product that solves a problem. When you show customers how your product fulfills a need for them, you can convert them into long term customers.

Customer research can give businesses the tools to accurately segment their target audiences. It can also help businesses decide if their current marketing automation segments should be altered. At the crux, audience segmentation is the process of dividing your audience into smaller clusters with similarities.

For example, you may learn it is best to advertise to younger audience members through social media, whereas it may be more effective to send traditional hardcopy advertisements to your older customers. Segmentation can be based on demographics (i.e. age and gender), psychographics (i.e. personality and motivations), region, and many other variables. 

Personalized marketing or one-to-one marketing is a rather new marketing strategy that focuses on a personalized approach using technology combined with data for companies to send customized messages to clients whom they want to attract to their products. A common example of using this strategy  is Facebook, where you can see on your wall advertisements that are related to your searches, and because they are relevant to what you are looking for, there is a good chance that they will spark your interest and most likely to compel you to make a purchase.