﻿Account-based, marketing, or ABM is a B2B strategy, where marketing and sales work
together to close, big, complex deals at a discrete, number of target accounts.
Account-based marketing means catering your message to the top decision-makers
for target accounts with a blend of marketing of sales tactics - it's a strategy that targets
companies, rather than individual customers. To help you get started, we created a list of ABM
tools that offer a full suite of actions you need for a thorough ABM undertaking,
tools that exclusively focus on helping you build great prospect lists,
and tools that help you execute your account-based marketing plans.
Let’s get started. 1. HubSpot ABM
In May of 2020, HubSpot released its target account feature set, also called account-based
marketing, or account-based sales. You can use workflow templates to define your
ideal customer profiles and identify good-fit target accounts then set up default properties
to tag accounts and buying roles. The platform leverages AI-powered
recommendations of target accounts to ensure sales never miss a step.
With HubSpot's award-winning CRM system, you can keep track of all of your customers and qualified
leads so that you never lose important contact information across marketing and sales.
The Target Accounts feature gives marketing and sales teams an overview
of progress across all target accounts. You can create channels named after the deal
or account, regularly post KPIs, and share notes automatically between Slack and HubSpot.
HubSpot’s ABM tools help you personalize content and tailor how you engage with
stakeholders within an account. With new account-level targeting added
to the LinkedIn Ads integration, you’ll have the ability to target companies
by target account status or tier, and contacts or subsets of contacts at target accounts.
Finally, you get a more detailed understanding of what’s happening at an account level with
the account overview feature, or a higher level view of ABM reporting dashboards so
you can track and measure key milestones throughout an account’s journey, using data
to adjust and improve your ABM strategy. So if you’re looking for a CRM that enables
strong integrations to ABM-specific tools to customize your strategy,
then look no further than HubSpot. Check out the link below to try HubSpot ABM for free.
2. Uplead The most challenging part of ABM
is identifying the key accounts and the associated decision-makers
that you want to target, but UpLead makes this task a lot simpler.
UpLead is a lead generation platform that allows you to quickly and easily
find leads and accounts to target. The platform lets you find new customers
with its database of over 85 Million contact profiles, chrome extension, API, data enrichment,
account-based marketing, and much more. With the Uplead advanced search, you can laser
focus on your ideal buyer using location, industry, revenue, size, and many other
filters to give your sales and marketing teams the right data to boost sales.
Simply tailor your search using over 50 filters to find leads that match your ideal profile.
Then access their profile to find their direct contact information and engage in seconds.
And if you already have your database, you can upload it to UpLead and enhance
it by appending over 50 fields of detailed contact information.
You can also integrate UpLead directly to the most used CRMs
and to over 1,500 apps using Zapier. Below this video in the description
is a link to UpLead 7-day free trial where no credit card is required.
3. Leadfeeder Account-based marketing
can be difficult to monitor your target accounts, identify new ones, and measure ROI.
But it doesn’t have to be. Leadfeeder reveals the companies visiting your website and enriches this
with a database of employee contacts. Leadfeeder is a B2B lead generation software
that identifies the companies visiting your site, how they got there, their behavior,
and their intent to purchase. Leadfeeder offers integrations with
services such as Google Analytics and LinkedIn. Users can see which
of their current LinkedIn connections works for companies that have visited user websites.
Users are automatically notified by email when one of their target companies visits the site,
enabling timely follow-ups. Leads are automatically scored, and the
most promising are positioned at the top of the lead list, prioritizing users’ workloads.
You can also filter leads using a range of criteria, such as location,
source, or browsing behavior, and segmented into feeds. Any companies which users are not
interested in, can be hidden from Leadfeeder, and are removed from the monthly quota.
Leadfeeder integrates with a range of CRM systems, including Pipedrive, Salesforce and Zoho, and
automatically adds new visitors to the sales pipeline and updates lead records with a note
anytime a lead revisits the website. Integration with MailChimp allows users to
view the browsing behavior of email recipients, and LinkedIn connections let users identify their
contacts at each company. Browsing behavior and visited pages are tracked automatically,
and users can also view the search terms which originally led the company to their website.
With over 45,000 users globally, Leadfeeder is the sales & marketing tool of choice for
enhancing lead generation efforts. And below this video in the description
is a link to LeadFeeder's 14-day free trial where no credit card is required.
4. Apollo Apollo is an all-in-one
sales intelligence platform with tools to help you prospect, engage, and drive more revenue.
The platform lets you select key accounts for ABM based on your ideal
customer profile and account intelligence. You can use sophisticated and precise targeting
and filtering capabilities to find the perfect list of companies and prospects. Apollo’s account
data supports over 65+ firmographic fields for scoring, routing, research, and analytics.
Drive engagement with verified emails and direct dial phone numbers on 220
million contacts across 30 million companies, synced to your CRM.
Then you can build an exceptional customer experience with highly targeted outreach
at scale with Apollo’s automated outreach workflow and message optimization.
Split test your messaging and measure your results, tweak and improve your messaging.
The Apollo recommendations engine will learn from your activity and intelligently
suggest the best leads to go after. Finally, the solution lets you provide
your key account sales managers with a competitive advantage with an all-in-one
sales intelligence & engagement platform. These are some of the reasons why Apollo.io
is a leading data intelligence and sales engagement platform trusted by over
10,000 customers, from rapidly growing startups to global enterprises.
So these are the best account-based software tools available in the market.
We hope this list will help you choose the right software for your business.
If you are undecided about which platform to choose, in the video descriptions you’ll find
free trials and the latest discounts to all of these platforms, so I highly recommend checking
them out and doing your own research to see which platform suits your needs best.
Thanks for watching, and see you in the next video.