Account-based Marketing (abm) Advanced Strategies: Targeting High-value Accounts

Introduction

Account-Based Marketing (ABM) Advanced Strategies training equips professionals with the methodologies to target and engage high-value accounts through sophisticated, personalized marketing and sales approaches. This course focuses on analyzing advanced ABM techniques, implementing targeted content strategies, and understanding the impact of aligned sales and marketing efforts on revenue growth. Participants will learn to identify key decision-makers, develop customized engagement plans, and understand the intricacies of measuring ABM success. By mastering advanced ABM strategies, professionals can enhance their ability to secure and grow high-value accounts, improve client relationships, and contribute to a more focused and effective sales and marketing organization.

The increasing demand for personalized and strategic engagement necessitates a comprehensive understanding of advanced ABM best practices and execution. This course delves into the nuances of account mapping, content personalization at scale, and cross-functional alignment, empowering participants to develop and implement tailored ABM programs. By integrating advanced marketing expertise with sales acumen, this program enables individuals to lead initiatives that maximize high-value account penetration and drive significant revenue.

Target Audience:

• Marketing professionals
• Sales professionals
• Account managers
• Business development managers
• Marketing operations managers
• Sales operations managers
• Individuals interested in ABM
• Executives
• Strategic planners

Course Objectives:

• Understand the principles and importance of advanced account-based marketing (ABM) strategies.
• Implement techniques for identifying and prioritizing high-value target accounts.
• Understand the role of account mapping and key decision-maker identification in ABM.
• Implement techniques for developing and executing personalized content and engagement plans.
• Understand the principles of aligning sales and marketing efforts in ABM programs.
• Implement techniques for utilizing technology and data to support advanced ABM strategies.
• Understand the role of measuring and analyzing ABM performance and ROI.
• Implement techniques for conducting ABM program audits and optimization.
• Understand the legal and ethical considerations related to ABM practices.
• Implement techniques for developing and delivering training programs on advanced ABM.
• Understand the challenges and opportunities of implementing ABM in diverse industries.
• Understand the role of continuous improvement in ABM strategies.
• Develop strategies for scaling ABM programs to reach broader target account sets.

DURATION

5 Days

COURSE CONTENT

Module 1: Foundations of Advanced ABM

• Principles and importance of advanced account-based marketing (ABM) strategies.
• Understanding the relationship between ABM and high-value account growth.
• Benefits of targeted and personalized ABM programs.
• Historical context and evolution of ABM.

Module 2: Identifying and Prioritizing Target Accounts

• Techniques for identifying and prioritizing high-value target accounts.
• Implementing account scoring and selection criteria.
• Utilizing data analytics and market research.
• Managing target account selection.

Module 3: Account Mapping and Decision-Maker Identification

• Role of account mapping and key decision-maker identification in ABM.
• Understanding organizational structures and decision-making processes.
• Implementing relationship mapping and stakeholder analysis.
• Managing account mapping.

Module 4: Personalized Content and Engagement Plans

• Techniques for developing and executing personalized content and engagement plans.
• Implementing content customization and delivery strategies.
• Utilizing multi-channel engagement tactics.
• Managing engagement plans.

Module 5: Sales and Marketing Alignment

• Principles of aligning sales and marketing efforts in ABM programs.
• Understanding cross-functional collaboration and communication.
• Implementing joint planning and execution processes.
• Managing sales and marketing alignment.

Module 6: Technology and Data Utilization

• Techniques for utilizing technology and data to support advanced ABM strategies.
• Implementing CRM and marketing automation tools.
• Utilizing data analytics and insights.
• Managing technology and data integration.

Module 7: Measuring ABM Performance and ROI

• Role of measuring and analyzing ABM performance and ROI.
• Understanding ABM metrics and KPIs.
• Implementing reporting and dashboard tools.
• Managing performance measurement.

Module 8: ABM Program Audits and Optimization

• Techniques for conducting ABM program audits and optimization.
• Implementing performance reviews and feedback mechanisms.
• Utilizing optimization strategies and best practices.
• Managing program audits.

Training Approach

This course will be delivered by our skilled trainers who have vast knowledge and experience as expert professionals in the fields. The course is taught in English and through a mix of theory, practical activities, group discussion and case studies. Course manuals and additional training materials will be provided to the participants upon completion of the training.

Tailor-Made Course

This course can also be tailor-made to meet organization requirement. For further inquiries, please contact us on: Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Training Venue

The training will be held at our Skills for Africa Training Institute Training Centre. We also offer training for a group at requested location all over the world. The course fee covers the course tuition, training materials, two break refreshments, and buffet lunch.

Visa application, travel expenses, airport transfers, dinners, accommodation, insurance, and other personal expenses are catered by the participant

Certification

Participants will be issued with Skills for Africa Training Institute certificate upon completion of this course.

Airport Pickup and Accommodation

Airport pickup and accommodation is arranged upon request. For booking contact our Training Coordinator through Email: info@skillsforafrica.org, training@skillsforafrica.org  Tel: +254 702 249 449

Terms of Payment: Unless otherwise agreed between the two parties’ payment of the course fee should be done 5 working days before commencement of the training.