Why Inside Sales is Critical to ABM Success

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ABM is a marketing method that focuses on and intensively approaches specific companies (accounts) that are most valuable to a company. ABM allows you to focus your marketing activities on specific target companies, leading to more effective use of sales resources .

Click here for an article that explains in detail what ABM is.

On the other hand, inside sales is a sales activity conducted without face-to-face contact, using telephone and email, etc., to prospective customers uncovered through marketing activities. By estonia number data digging deeper into the needs and issues of prospective customers, it becomes possible to hand over highly likely customers to sales, thereby improving the efficiency of sales activities .

Combining these two approaches makes it possible to maximize the acquisition of target customers. Specifically, it reduces the time and cost required for sales activities and improves the efficiency of acquiring new customers. In addition, by strengthening the collaboration between the marketing department and the sales department, the process from acquiring leads to closing deals will proceed smoothly, which is expected to improve the order rate.

The benefits of targeting with an ABM approach
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The advantage of narrowing down your target using the ABM approach is that it allows for more efficient sales activities. Specifically, the following points can be mentioned:

Since sales activities can be carried out efficiently for specific target companies, "sales resources" can be optimized.
Since you can accurately approach target companies, you can expect to improve the "conclusion rate of business negotiations."
It will be easier to accumulate success stories and differentiate from competitors, which will help companies improve their brand power and gain market share.
To implement the ABM approach, it is important to select target companies, optimize sales activities, and cooperate with each department. Therefore, in order to properly utilize ABM and maximize the effect of customer acquisition, companies are required to have the ability to gather and analyze information and to study sales approaches.

[Related article] Maximizing customer engagement through ABM