5 Steps build an awesome Account-based Marketing team?

5 Steps build an awesome Account-based Marketing team?



Introduction

Account-based Marketing (ABM) is a highly targeted approach to marketing that focuses on engaging a specific set of high-value accounts. It requires a dedicated team with a specific skill set and mindset to execute it effectively. This blog will outline the steps you can take to build an awesome ABM team.

Steps to Build an Account-based Marketing Team



Step 1: Define Your ABM Strategy

The first step in building an awesome ABM team is to define your ABM strategy. Your strategy should outline your goals, target accounts, and key tactics. You should also define your ideal customer profile (ICP) and develop a plan for reaching and engaging them.

Step 2: Identify Key Roles



Once you have a clear ABM strategy in place, the next step is to identify the key roles needed to execute it. Depending on the size of your organization and the complexity of your ABM program, you may need to hire a team of specialists or assign responsibilities to exist team members.

Some of the key roles you may need to consider include  
  1. ABM Strategist: Responsible for developing and executing the overall ABM strategy.
  2. ABM Manager: Oversees the day-to-day operations of the ABM program and manages the ABM team.
  3. Content Marketer: Develop content that is tailored to the needs and interests of your target accounts.
  4. Data Analyst: Analyzes data to gain insights into account behavior and effectiveness of the ABM program.
  5. Sales Development Representative (SDR): Engages with target accounts and qualifies leads for the sales team.
 

Step 3: Hire or Train the Right People



Once you have identified the key roles for your ABM team, it’s time to hire or train the right people. Look for candidates with strong marketing, sales, and/or data analysis backgrounds. They should also have excellent communication and collaboration skills, as ABM requires close alignment between marketing and sales teams.  

If you don’t have the budget to hire a full team of specialists, consider training existing team members on the specific skills needed to execute your ABM strategy. This will help ensure that your team is aligned and working towards the same goals.  

Step 4: Provide the Right Tools and Resources

To build an awesome ABM team, you need to provide them with the right tools and resources. This includes access to CRM and marketing automation platforms, data analytics tools, and content creation software. You may also need to invest in account-based advertising platforms and other ABM-specific tools.  

Step 5: Foster Collaboration and Communication

Effective Account-based Marketing requires close collaboration and communication between marketing and sales teams. Encourage regular meetings between the two teams to review progress, share insights, and discuss strategies. Use collaboration tools such as Slack or Asana to facilitate communication and ensure everyone is on the same page.  

Here are a few additional tips for building an awesome ABM team:

 

  • Encourage a Customer-Centric Mindset: 

ABM is all about understanding the needs and challenges of your target accounts and tailoring your approach to meet those needs. Encourage your team to adopt a customer-centric mindset and focus on building relationships with your target accounts.  

  • Develop a Culture of Experimentation: 

ABM is a relatively new approach to marketing, and there is no one-size-fits-all solution. Encourage your team to experiment with different tactics and strategies to find what works best for your organization.  

  • Embrace Data-Driven Decision Making: 



ABM requires a deep understanding of your target accounts and their behavior. Encourage your team to use data to drive decision-making and constantly monitor the performance of your ABM program.  

  • Invest in Continuous Learning:

Account-based Marketing is an ever-evolving field, and it’s important to stay up-to-date on the latest trends and best practices. Encourage your team to attend conferences, participate in webinars, and read industry publications to stay informed.  

  • Celebrate Wins and Learn from Failures:

 ABM is a long-term strategy that requires patience and persistence. Celebrate the wins along the way, and use failures as opportunities to learn and improve your approach.

By following these tips, you can build an awesome Account-based Marketing team that is well-equipped to execute your strategy and drive growth for your organization.

Also Read: Build an effective account-based marketing (ABM) strategy in 5 steps

In conclusion, building an awesome Account-based Marketing team requires careful planning, hiring or training the right people, providing the right tools and resources, and fostering collaboration and communication between marketing and sales teams.

Additionally, encouraging a customer-centric mindset, developing a culture of experimentation, embracing data-driven decision-making, investing in continuous learning, and celebrating wins and learning from failures can help your team succeed in executing your Account-based Marketing strategy. By building a strong Account-based Marketing team, your organization can better engage with high-value accounts, drive revenue growth, and ultimately achieve your business goals.