When executing ABM campaigns, agility is an underrated ability.

Agility allows you to execute smaller, more targeted ABM campaigns.

And when you have a more targeted audience, you can speak more directly about their pain points.

These key elements make agility possible within an ABM campaign:

Planning & Strategy - Discovering opportunities and deciding where to spend your limited resources.

Structured and regular communication with sales

• What opportunities can marketing and sales coordinate on to deliver an effective, targeted message?
• What insights can sales share from their discussions with prospects?
• How can you improve the support of your sales team?

Accurate and actionable data

• Do you have accurate data within your CRM and marketing automation platform?
• Can you easily identify sub-segments of your ICP to target?
• Do you have access to analyze your revenue data?

Execution - organized, quick, and quality of ABM marketing campaign assets

Integrated sales and marketing tech

• Do you have integrated tools in place to support your ABM campaigns?
• Are you able to track the KPIs you identified when planning your campaign?
• Can you easily run reports and generate dashboards for each campaign?

Systematic execution of marketing campaigns

• Do you have process documentation that can help guide your execution and improve time-to-delivery?
• Does your team and vendors know their responsibilities when executing an ABM campaign?
• Does your team have a framework or checklist of items to assure quality for each deliverable?