Content Marketing Can Work with Account-Based Marketing
Account-based marketing has traditionally utilized outbound marketing tactics, until now.
Account-based marketing has been around for decades, but it has been gaining a lot of attention in the past few years. More and more companies are starting to use account-based marketing to increase their brand awareness with specific audiences and work together with sales teams to close deals.
But what is account-based marketing?
Account-based marketing (ABM) is a focused approach to B2B marketing in which marketing and sales teams work together to target best-fit accounts and turn them into customers. Marketers and sales teams focus their efforts on specific accounts — companies, customers, target audiences — and work to get marketing materials in front of them.
Essentially, account-based marketing takes a potential customer and turns them into their own market. “[ABM] is to address the needs of organization by connecting with all of the stakeholders within it. That’s one reason why it works so well in B2B — oftentimes you have to work with five or more stakeholders in a given sale,” writes Sam Balter, HubSpot’s Corporate Marketing Manager.
So how can content marketing help with ABM, which has traditionally been a sales strategy?
Content marketing and account-based marketing
Inbound marketing focuses on audiences finding you. Instead of pushing a message onto buyers, inbound marketing allows you to establish your brand as an industry leader and let interested audiences come to you. This type of marketing attempts to draw in potential customers through interesting and engaging content.
Content marketing is a type of inbound marketing that uses blog posts, social media, infographics, and video to expose target audiences to a brand.
Merging sales and marketing efforts
There’s no reason that ABM and content marketing can’t work together. In fact, you’re missing out on maximizing your marketing efforts if you aren’t incorporating both of these marketing strategies in your overall marketing plan.Traditional sales pitches are no longer pushing buyers down the sales funnel. Instead, buyers want a personalized experience, where they feel they are getting to know a brand before they make a buying decision. Click To Tweet
Today’s buyers don’t want to be ‘sold.’ Traditional sales pitches are no longer pushing buyers down the sales funnel. Instead, buyers want a personalized experience, where they feel they are getting to know a brand before they make a buying decision.
What does this mean for your ABM strategy? It means that content marketing can help educate and inform the specific accounts your sales team has identified through valuable, interesting content.
“For example, if you approach any content you create as part of the strategy with both goals in mind, you can create a piece of content that is both incredibly useful from a keyword perspective (and drives a ton of traffic to your site) while also providing all the key information that you’d like to say to your ABM contacts,” writes Stacy Willis for Impact.
When creating content for any marketing effort, the key is to make sure that your content has value. Whether you’re trying to attract a specific account or looking to increase web traffic, content marketing focuses on value and not just volume.
Creating a cohesive account-based marketing and inbound marketing strategy will help maximize your marketing efforts. Though not traditionally used together, it’s time to think outside the box and start seeing the benefits of a joint marketing approach.
- Six Ways to Boost Sales and Marketing Alignment
- Social Selling: How Sales Teams Can Close More Deals with Social Media
- 4 Ways Your Content Can Help the Sales Force Get in the Door and Close Deals