#account-based-marketing

#account-based-marketing

Misaligned teams. Sales and marketing often operate with different goals. Lead generation metrics don't translate easily into ABM performance. Old habits die hard. Existing processes, tech stacks, and KPIs are built around leads, not buying committees. Personalization takes work. ABM requires deeper insights, custom content, and coordinated outreach. That's resource-intensive. Data gaps. Poor data quality, disconnected systems, and lack of visibility into key accounts make targeting a guessing game. ROI anxiety. ABM doesn't always deliver quick wins.

Account based marketing isn't just another channel or tactic. It's a strategic approach that flips the traditional funnel. Instead of casting a wide net, ABM teams select high-propensity accounts. From there, marketers align revenue teams around orchestrated, personalized, and multi-channel programs tailored to buying groups within those accounts. So, marketing doesn't "throw leads over the wall." In ABM, marketers co-own an account plan with sales or customer success, share a single view of the buying group, and run coordinated touches across channels to amplify engagement.

Is B2B lead generation feeling like a one-sided conversation? You're not the only one who's noticed. Despite access to more channels than ever to connect with leads, a survey by Exclaimer (an email signature software provider) found that 55% of B2B marketers say it's harder to reach customers now than it was five years ago. In fact, 54% cite capturing high-quality leads as their top challenge.

Launching an account-based marketing (ABM) strategy helps reach new marketing-influenced revenue heights and improves sales-marketing alignment while focusing on the right prospects.

The new option automatically logs all email communication with known contacts, streamlining processes and filling existing gaps in email tracking for HubSpot users.