Unrealistic ABM will kill B2B

ABM is one of the most widely adopted strategies in the world of B2B Marketing. However, marketers need to focus on realistic ABM.

31st October, 2020
Danny Sachdev

ABM is business-to-business (B2B) marketing strategy that focuses on identifying accounts (i.e. companies) that match your ideal clients and targeting the key decision makers at those companies with personalized messages and content through your marketing and advertising campaigns.

Let’s assume that ABM is the best technology out there and everyone is focusing on the right accounts- but the expectations of marketers from these ABM lists are unreal.

We have had clients come to us with campaigns where they wanted 200 leads from 111 accounts with a cap of 3 contacts per company.

And you know what, there are vendors that can deliver them for you, but once we started to put these leads through our QC system, 70% of them were fabricated- yes 70%.

Have these questions ever crossed your mind:

  1. How do you determine that your vendor has enough data on the campaign you provided?
  2. How do you determine they have the traffic they claim on their publishing website?
  3. How do you know that the lead is the prospect and not someone hired at $5/hour to act like the lead?
  4. How do you know your recordings provided are not edited?
  5. How can a vendor ever deliver a lead that doesn’t work at the organization?

What's the new scam that lead gen vendors are going to use to make you believe that what they have delivered is the best possible lead? Leave that to us- you focus on sales and we will make sure your clients don’t come back to you with any complains

We will help you make your ABM realistic- are you ready?