Get Qualified B2B Leads Quickly! Step-by-Step ABM Strategy with Real Examples | Sales Funnels, Business Development
β±οΈ Length: 7.3 total hours
β 4.36/5 rating
π₯ 16,515 students
π January 2026 update
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- Course Overview: Transitioning to Precision B2B Marketing
- The Paradigm Shift: Explore the fundamental evolution from traditional “spray and pray” inbound marketing to the high-precision world of Account-Based Marketing (ABM), focusing on quality over quantity.
- Architecting the Ideal Customer Profile (ICP): Gain deep insights into building a robust ICP that moves beyond basic demographics to include firmographic data, technographic patterns, and psychographic triggers.
- Mapping the Decision-Making Unit (DMU): Learn how to identify and influence the multiple stakeholders involved in a complex B2B purchase, from the technical gatekeepers to the ultimate financial signatories.
- The Sales and Marketing Synergy: Discover the organizational frameworks required to eliminate silos, ensuring that sales and marketing departments operate as a unified revenue-generation engine.
- Strategic Tiering: Understand how to categorize target accounts into three distinct tiers (1:1, 1:Few, and 1:Many) to optimize resource allocation and maximize the return on marketing investment.
- Content Customization Framework: Develop a system for creating personalized messaging that resonates with specific industry pain points, ensuring your brand stands out in a crowded enterprise marketplace.
- Engagement Orchestration: Learn to sequence multi-channel touchpointsβincluding email, social media, and direct outreachβto create a seamless and professional narrative for your target prospects.
- Requirements / Prerequisites: Preparing for the ABM Journey
- Foundational Business Knowledge: A basic grasp of how the B2B sales cycle operates, including an understanding of longer closing timelines and the complexities of corporate procurement.
- Digital Literacy: Familiarity with standard digital marketing concepts such as lead magnets, landing pages, and the general structure of a typical marketing funnel.
- Analytical Mindset: A willingness to dive into data and use quantitative insights to drive qualitative decision-making regarding which accounts deserve the most attention.
- Access to Tools: While not mandatory for the start, having access to a LinkedIn profile and a basic CRM will help in applying the strategies discussed throughout the course modules.
- Strategic Patience: An understanding that Account-Based Marketing is a marathon rather than a sprint, requiring a commitment to nurturing long-term relationships over quick wins.
- Skills Covered / Tools Used: Mastering the Professional Toolkit
- Intent Data Interpretation: Learn how to utilize first-party and third-party intent signals to identify which target accounts are actively researching solutions in your specific category.
- LinkedIn Sales Navigator Optimization: Master advanced search filters and Boolean logic to find the exact individuals within a target company who hold the power to move a deal forward.
- Personalized Direct Outreach: Develop the skill of writing hyper-personalized cold emails and LinkedIn messages that bypass spam filters and command the attention of busy executives.
- Account-Based Advertising: Explore the mechanics of running targeted display and social ads that are visible only to the employees of your specific high-value target companies.
- CRM Hygiene and Management: Best practices for using platforms like HubSpot or Salesforce to track account engagement levels and maintain a clean, actionable database of prospects.
- Direct Mail and Gifting Strategies: Discover how to integrate physical touchpoints and high-end gifting into a digital strategy to create memorable experiences for key stakeholders.
- Performance Analytics: Learn to track “Account Coverage,” “Account Awareness,” and “Influence” rather than just clicks and opens to accurately measure the health of your ABM programs.
- Social Selling Mastery: Building a personal brand on professional networks that establishes authority and builds trust before the first formal sales meeting ever takes place.
- Benefits / Outcomes: Scaling Your Professional Impact
- Higher Average Contract Value (ACV): By focusing specifically on enterprise-level accounts, you will learn how to shift your sales focus toward deals that offer significantly higher lifetime value.
- Accelerated Pipeline Velocity: Implement strategies that reduce friction in the buying process, helping prospects move through the various stages of the funnel with greater speed and efficiency.
- Reduced Customer Acquisition Cost (CAC): Stop wasting marketing budget on unqualified leads and focus your spend exclusively on accounts that have a high probability of conversion.
- Enhanced Professional Credibility: Master the language of executive-level sales, positioning yourself as a strategic partner rather than just another vendor in the eyes of your clients.
- Improved Win Rates: By tailoring every aspect of your outreach to the specific needs of the account, you will naturally see a higher percentage of opportunities turning into closed-won deals.
- Sustainable Revenue Growth: Build a repeatable and scalable lead generation system that provides a predictable flow of high-quality business opportunities month after month.
- PROS: Why This Course Stands Out
- Actionable Real-World Examples: The inclusion of actual case studies allows you to see how theoretical ABM concepts are applied in live, competitive business environments.
- Practical Step-by-Step Guidance: Each section provides a clear roadmap, making it easy for both beginners and experienced marketers to implement the strategies immediately.
- Focus on High-Value Quality: The course emphasizes the importance of building meaningful professional relationships over the outdated high-volume, low-reward tactics.
- Comprehensive Resource Updates: Regular updates ensure that the tactics provided are relevant to the current B2B landscape and the latest digital platform algorithms.
- CONS: A Note on Implementation
- Research Intensive Nature: This course focuses on a strategy that requires a significant upfront investment of time and effort to research accounts, which may be challenging for teams looking for instant, automated results.
Learning Tracks: English,Marketing,Marketing Fundamentals
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