Account Based Marketing Strategies

Part of The Leading Edge executive signature series, this presentation, “Account Based Marketing Strategies” was delivered by Jake Dacillio, Technologist and Director of Marketing, Balboa Capital, at SoCal BMA’s 3rd Annual Regional Conference, “Process to Profits: Customer-Centric Strategies for Accelerating Growth”. The conference was held November 17, 2016, in Irvine, CA.

Marketing

ABM is a strategic marketing approach that that is
hyper-focused on a clearly defined set of target
accounts. The strategy takes into account that most
B2B buying decisions are made by a collective group
of contacts within a company not just one individual.
ACCOUNT BASED MARKETING
Balboa Capital @socalbma 

Be present during the
RESEARCH PHASE.
Use SEO driven organic keywords.
Balboa Capital @socalbma 

MARKETING
AUTOMATION
Engage and target in more relevant
and personalized ways through:
Balboa Capital @socalbma 

REAL-TIME
PERSONALIZATION
Make it personal and you will get
their attention.
Balboa Capital @socalbma 

MARKETING & SALES
ALIGNMENT
Balboa Capital @socalbma 

THE NEW MIDDLE CONCEPT
You’re not marketing the same…
Then why are you selling the same?
60%20% 20%
Traditional
Marketing
Thought Leadership &
Digital Rapport Building
Sales
Closing
Balboa Capital @socalbma 

YOUR LUNCH
BEING EATEN
is
Balboa Capital @socalbma 

SAME TIRED ROUTINE
• Leading with value proposition
• Front loading – “What makes us great”
• Competitive pricing, we’ve been
around for a 100 years, great
customer service, blah blah blah
• Our latest app can do X,Y,&Z
Balboa Capital @socalbma 

Most people use PowerPoint
like a drunk uses a lamppost
– for support rather than for
illumination. - David Ogilvy -
““
Balboa Capital @socalbma 

• Leverage your marketing data
• Listen to your prospects pain points
• Demonstrate real added value
• Know what your competition is bringing to the table
• Mix up your media
• Go over complexity before you present
For
NEW RESULTS
NEW MINDSET
Balboa Capital @socalbma 

The New B2B Marketer’s job function has
CHANGED
FUNDAMENTALLY
Balboa Capital @socalbma 

QUESTIONS?
Jake Dacillo
Technologist | Director of Marketing
LinkedIn.com/in/jake-dacillo-6b3b31106
/socalbma
/company/socalbma
/socalbma
/socalbma
SoCalBMA.org 
ACCOUNT BASED
MARKETING
STRATEGIES

Part of The Leading Edge executive signature series, this presentation, “The Anatomy of Growth: How a well-implemented CRM system is essential to sustained corporate growth” was delivered by Walter Fawcett, Founder of Fawcett Technology Advisors, at SoCal BMA’s 3rd Annual Regional Conference, “Process to Profits: Customer-Centric Strategies for Accelerating Growth”. The conference was held November 17, 2016, in Irvine, CA.

Rebranding: A 4 Step Plan for B2B Marketers

Todd Ebert

Your brand has huge strategic importance for improving your competitive position, engaging more prospects and ultimately winning more customers. So that’s why I wrote this ebook, “Rebranding: A 4-Step Plan for B2B Marketers”. In the book, I lay out detailed how-to’s for pulling off every part of a rebranding from aligning your leadership around the brand to launching it internally and externally. You’ll discover examples of what my team and I did to make MultiView’s rebranding successful at every stage. I’ve also included a scorecard for selecting your digital agency and a checklist for making sure you have all your bases covered. I hope you find the content helpful and if you have any questions, please DM me on Twitter @ToddEbert. I’d be happy to share my experience having done this several times.

10 Lessons Learned For Account-Based Success

G3 Communications

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As Easy As ABX for Demand Generation

ABX offers a clear value proposition for Demand Generation marketers—you can focus on pipeline quality by targeting only the right accounts with strong buying propensity and run all your campaigns around a bullet-proof Target Account List; cutting wasteful spend on prospects that will never buy from you. What could be easier? Join this session as we uncover how to use data and insights to orchestrate relevant, trusted marketing and sales actions throughout the B2B customer lifecycle.

How to Improve Sales Productivity in 5 Steps: Digital Sales Coverage

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Your buyers have changed how and when they want to engage with your Sales Team. However, when they do engage, 70% of the time your Sales Reps are not properly prepared for the conversation and only 7% will earn a second conversation. Join us for a 30 minute webinar to learn about the 5 step approach to Digital Sales Coverage, a tactic that combines digital customer engagement with analytics, enabling sales teams to target, prepare, and engage far more effectively. This webinar is for Sales AND Marketing leaders, as we'll cover how to: Improve Lead Quality and Conversion Rates by 20%+ Develop a Scalable Digital Engagement Model for Customers Who are "Not Ready to Buy" Lower Your Cost-of-Sale to Deliver Revenue More Efficiently

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