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Discover what’s missing from your 2021 plan

Posted by Kenneth Connolly on 27-Nov-2020 16:33:52

With the new year nearly upon us, now is the time to ensure your 2021 plan is in tip top shape. This means you need to know what’s missing. From creating outstanding ABM campaigns, to ensuring your database is up to scratch, in this blog, we will explore the key tools, techniques and strategies that may be missing from your 2021 strategy…

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Achieving unrivalled results with ABM

Whether you’re looking to grow or defend existing client relationships, or win brand new key accounts, ABM is the way to go. As businesses increasingly adopt this approach, you’ll need to ensure you are even more tailored and stakeholder-focused than your competitors in 2021. So, how can you achieve this? Here’s what we recommend…

- First, you need to be certain that you’re targeting the right businesses and decision-makers. This means combining industry-leading technologies such as Marketo with unrivalled marketing expertise, to ensure you’ve identified your most valuable prospects.

- Next, you should delve into each individual account, ensuring you’ve developed a thorough understanding of their unique challenges and goals.

- Finally, you’ll need to create a bespoke multi-channel strategy, that is tailored to target each prospect with the right messaging and right approach. This includes personality profiling, where you create a profile for each individual to determine the messaging and formats they will be most receptive to.

Building out your database

Whether you need to develop a deeper understanding of your prospects and customers, implement a superior segmentation strategy, or make sure you’re targeting the right prospects, optimising your database is key to your success. Without up-to-date, good-quality, well-segmented data, there can be no successful lead generation activity. So, how can you go about building and maintaining a superior database in 2021?

Well, the key to building a robust data universe is the combination of reliable GDPR-compliant data providers, intent data and propensity modelling – all in one CRM. However, it’s no good having all the right tools if you don’t have the know-how to use them to their full potential. You’ll therefore need a team of specialists with unrivalled data expertise. They can help you optimise your existing database, reactivate unconverted client data to maximise leads, and analyse your live data to develop the latest insights into your CX.

Maximising interest with intent marketing

Intent marketing uses data to identify and target prospects who are actively researching or shown interest in your services. This activity allows you to reach out with the right message at the right time and effectively talk to those prospects. To begin utilising this fantastic technique, you’ll need to choose your intent and insight partners wisely so you maximise the intel you can gather on your prospects. This will give you access to the broadest global reach of intent data, enabling you to generate an ‘intent score’ based on weighted interactions, topic relevancy and engagement metrics (among other factors) to best target prospects.

Or alternatively, you could partner with the B2B marketing experts at Really B2B, who can help you to achieve all of this and much more…

Supercharge your 2021 strategy with Really B2B

At Really B2B, we’re experts in ABM, database optimisation and intent marketing, and we know that you can’t generate revenue using these tools and techniques if you don’t have the right contacts, the right message and the right strategy. That’s why we use our stack of qualitative and quantitative research methodologies and expert know-how to suss out exactly who your decision-makers and influencers are, what they need to hear and how best to reach them. The results? Deeper, longer-lasting relationships with prospects and customers, and improved ROI from all marketing activity.

To find out how we can help you to overcome your blind spots and generate real results for your business, call us today on 0845 519 8517 or email info@reallyb2b.com. 

Topics: B2B Database, B2B insights, Account Based Marketing, B2B Account Based Marketing, B2B Marketing Planning, B2B marketing ABM