Only 0.75% of leads generated become closed revenue – Forrester
It’s a scary stat, isn’t it? It implies that the other 99.25% of what I do might be worthless, obsolete, a waste of time – well, is it?
Surely not, what about all the time spent drawing in inbound traffic?
What about all the CTA clicks?
What about all the conversions from visitor to lead?
What about all the eBook downloads?
These metrics must count?
As a marketer, it’s my job to keep the lead generation process evolving.
Don’t just focus on filling the pipeline with any leads, focus on targeting the right leads.
So, what’s the solution? Account Based Marketing (ABM).
ABM marketing in my eyes is zero waste marketing, where sales and marketing work together to target key personnel in your key target accounts, rather than individuals.
I ran this exclusive ABM webinar for a few of clients in the USA. The purpose of this webinar was to manage expectations when it comes to ABM. By this I mean the culture, mindset and approach you need to adopt, as well as a learning how to implement a proven ABM strategy and methodology.
If you are considering an ABM programme or want to get more insight on the subject matter, watch this webinar.
Being Human – Marketing & Social Selling in a Digital World
If you liked this post then please take a look at my book, “Being Human: How to Sell in a Digital World”, which is available via Amazon. I share my approach for human-to-human interaction in a professional setting; from social selling to account-based marketing, to crafting compelling content and navigating social media channels to optimise their output to benefit you and your business. Everything is based upon results – it’s all tried and tested, and has led to healthy pipelines and return on investment in the millions.
This book isn’t just for fellow marketers and sales professionals. It’s for anyone who wants to cut through the noise and have a true relationship with their audience.
I hope, like this newsletter, it brings value and insight into your world.
