Account
Based
Marketing
LOOKBOOK
Stories
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Relevant
Facts & Stats that Resonate

Top 3 most important things sales teams should do during the purchasing process:


1.
Provide customer with product or service information
2.
Provide a unique perspective on the market and solution
3.
Provide ongoing advice to help customer make the right decisions, avoiding land mines

82%

of buyers value content targeted to their specific industry

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TOP 5

Ways to a Customer’s Short List

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Most Revenue

is generated by
 reports, whitepapers
     and case
       studies

84%

of marketers credit ABM for client retention and expansion

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Customized Content Works

80% of business decision makers prefer to get company information in a series of articles vs. an advertisement

70% of decision makers say content marketing makes them feel closer to the company that is trying to do business with them

79% of buyers say thought leadership content plays an important or critical role in a solution provider making it to their shortlist

67% find content targeted to their job function valuable
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Top 5 Ways to a Customer’s Short List

  1. Shows knowledge and understanding of customer’s unique business issues
  2. Shows knowledge and understanding customer’s industry
  3. Exhibits fresh ideas to advance customer’s business
  4. Highlights a proven track record backed by customer references in an similar industry
  5. Has an existing relationship with the customer
Source: ITSMA