In the BB sector, due to the more complex sales processes, it can make a lot of sense to combine an inbound marketing strategy with more aggressive ABM measures. New leads are generated through inbound marketing on a continuous basis, so to speak. What could be more obvious than evaluating these leads at account level and "docking" them to the ABM strategy when the right match is found? As a HubSpot agency that works on topics such as lead generation for many customers, we often find that these pre-qualified leads in the BB sector are an excellent basis for ABM.
This is because they have already interacted with content and jiangxi mobile number database converted via a form. A contact person is also usually known by name. It is obvious that this provides a better basis for customer acquisition. The advantage of incorporating inbound leads into account-based marketing is that they have already signaled interest. These leads are therefore "warm", which provides a particularly good starting point for ABM.
On the other hand, marketing and/or sales staff can also conduct active sourcing to find new target accounts. However, these are initially completely cold leads. Contacts must be researched and contacted via cold calling - e.g. by telephone or social selling - using outbound communication. The mix of these two channels – inbound and outbound – makes ABM particularly interesting and powerful for BB companies: Inbound measures provide the long-term breeding ground for ABM in the form of particularly high-quality inbound leads! Outbound measures offer short-term, controllable potential for the offensive supplementation of the ABM strategy! HubSpot offers optimal conditions for both.
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