How To Map Target Accounts for Account Based Marketing

What is Accounts Mapping

Account-Based Marketing (ABM) is a highly targeted marketing approach that focuses on specific accounts or companies rather than targeting individual leads. It is a strategy that allows companies to focus their resources on high-value accounts, which have the potential to drive significant revenue growth. One of the critical components of an Account-Based Marketing strategy is mapping target accounts. Mapping target accounts helps companies to identify and prioritize high-value accounts and tailor their marketing efforts to those accounts. In this blog post, we will discuss how to map target accounts for account-based marketing.

One of the critical steps in ABM success is mapping out your target accounts. By thoroughly understanding your ideal customers, you can tailor your marketing efforts and improve conversion rates. In this blog post, we will delve into the process of mapping target accounts for a successful Account-Based Marketing campaign.

1.Account-Based Marketing:Identify your Ideal Customer Profile

  The first step in mapping target accounts is to identify your Ideal Customer Profile (ICP). The ICP is a profile of the ideal customer that your company wants to target. To create an ICP, you need to analyze your existing customer base and identify the common characteristics of your best customers. These characteristics may include company size, industry, revenue, geography, and other factors that are relevant to your business.  

2.Conduct Account-Based Marketing Research

  Once you have identified your ICP, the next step is to conduct account research. Account research involves gathering information about potential target accounts that fit your ICP. You can use various sources to gather this information, such as LinkedIn, company websites, news articles, industry reports, and other online sources.   Some of the key information you should look for when conducting account research includes:  

1. Company size and revenue
2. Industry and market trends
3. Key the decision-makers and influencers
4. Pain points and challenges
5. Current solutions and vendors

 

3.Prioritize Accounts

  Once you have conducted account research, the next step is to prioritize accounts. Prioritizing accounts involves ranking them based on their fit with your ICP and their potential revenue value. You can use various criteria to prioritize accounts, such as company size, revenue potential, industry, and level of engagement.  

Some of the factors you should consider when prioritizing accounts include:  

1. Fit with your ICP
2. Revenue potential
3. Engagement level (i.e., level of interest and activity)
4. Sales cycle length and complexity
5. Potential for cross-selling and upselling

 

4.Map Decision Makers

The next step in mapping target accounts is to identify and map decision-makers and influencers within the target accounts. Decision-makers and influencers are the people who can make or influence purchasing decisions within the target accounts.  

To map decision-makers and influencers, you can use various sources such as LinkedIn, company websites, and social media. You should identify the key decision-makers and influencers and understand their roles, responsibilities, and pain points. You can use this information to tailor your marketing and sales efforts to their needs and interests.  

5.Develop Account-Specific Messaging and Content

The final step in mapping target accounts is to develop account-specific messaging and content. Account-specific messaging and content are tailored to the specific needs and interests of each target account. This can include personalized emails, case studies, and other marketing materials.  

To develop account-specific messaging and content, you need to understand the pain points and challenges of each target account. You should also use the information you gathered during the account research phase and map the decision-makers phase to create messaging and content that speaks directly to the needs and interests of each target account.  

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Conclusion:

 
Mapping target accounts is a critical component of any successful Account-Based Marketing strategy. It helps companies to identify and prioritize high-value accounts, tailor their marketing efforts to those accounts, and drive significant revenue growth. Following the steps outlined in this blog post, you can effectively map your target accounts and develop a successful ABM strategy. Using our powerful chrome extension app, you can collect the contact information of decision-maker from websites like Crunchbase, Linkedin and many other. Using our powerful hybrid-CRM model all the contacts are presented in one place and allow you to start engaging with the prospects. Click here start your 7-day free trial