Ben Bailey’s Post

Last week two B2B CMOs told me “we're not ready for ABM”. There’s a lot of confusion about what ABM is, so let’s keep it simple: ❌ ABM not a tool ❌ ABM is not a GTM solution ❌ ABM doesn’t have to be expensive ❌ ABM is not only for large companies with high-ticket clients 👉 ABM is a strategy for prioritizing and segmenting accounts. Let's agree that B2B means marketing and selling to companies. This means you need to know who those companies are. It doesn't matter if you're going for a broad market or a niche. Account lists will help you to: ▪️ Align Sales & Marketing ▪️ Clarify targeting and messaging ▪️ Prove marketing’s impact on deals and revenue ▪️ Split marketing investment between account segments ▪️ Make your content more personalised, valuable and relevant Stop vaguely defining your audience as "Swedish IT companies". Instead, focus your marketing on the ACCOUNTS you'd love to win in the next 2-3 years. There's no such thing as being "ready" for ABM. You can't be too small to be reaching the right people with the right message. Start working with account segments, and your marketing will gain traction and clarity. Forrester research predicts that the future of B2B marketing is a mix of ABM and demand gen. I think we're already there. #b2bmarketing #demandgeneration #abm

Traditional lead generation just isn’t as effective as it used to be. After all, targeting is too broad, it drains and wastes internal resources and causes longer sales cycles. The new approach? Data. By using ABM, marketing and sales teams can leverage data to develop ideal client profiles and diverse buying scenarios while tracking down the actual decision-makers. Then, your teams can run personalized, multi-channel campaigns to drive revenue at scale. Here’s how Propensity partner Six Marketing is thinking about lead generation and how this innovative approach to ABM can help B2B companies gain real traction in their desired markets: https://ow.ly/RcTi50TKKN9 #ABM #B2B #leadgeneration #ICP #datadriven

𝗪𝗵𝘆 𝗱𝗼 𝗺𝗼𝘀𝘁 𝗼𝗳 𝘂𝘀 𝗺𝗶𝘀𝘀 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝘁𝗮𝗿𝗴𝗲𝘁? ↳We fail to identify the B2B customer buying journey ↳There are 3 players in the purchase cycle; 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗺𝗮𝗸𝗲𝗿𝘀, 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿𝘀 𝗮𝗻𝗱 𝗲𝗻𝗱-𝘂𝘀𝗲𝗿 ↳To craft compelling messages for each group involved in the B2B buying journey, it's crucial to tailor your approach to their unique concerns and priorities. 𝗛𝗲𝗿𝗲’𝘀 𝗵𝗼𝘄 1️⃣ 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻-𝗠𝗮𝗸𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: ROI, budgets, benefits, cost-saving and business growth. Message: "Save up to 30% annually with our solution. Seamless integration ensures a quick ROI and drives business growth" 2️⃣ 𝗜𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: Looking for solutions to their pain points/aspirations Message: "Reduce downtime by 30% and drive efficiency with your solution, empowering your team to achieve more with less effort" 3️⃣ 𝗨𝘀𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: Ease of use. Message: "Save 60 minutes daily with our user-friendly interface, letting you focus on what truly matters" 𝗧𝗶𝗽𝘀 𝗳𝗼𝗿 𝗔𝗹𝗹 𝗠𝗲𝘀𝘀𝗮𝗴𝗲𝘀: ✅ Use Numbers Effectively: ROI, Highlight percentages and savings. ✅ Be Concise: Keep messages short and to the point to maintain engagement. ✅ Eye-catching: Use bullet points or bold text for key figures and benefits to ensure they stand out. By addressing each group's specific needs your messages will resonate more deeply and improve sales conversions. If you agree comment "Yes" or else share your views…

𝗪𝗵𝘆 𝗱𝗼 𝗺𝗼𝘀𝘁 𝗼𝗳 𝘂𝘀 𝗺𝗶𝘀𝘀 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝘁𝗮𝗿𝗴𝗲𝘁? ↳We fail to identify the B2B customer buying journey ↳There are 3 players in the purchase cycle; 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗺𝗮𝗸𝗲𝗿𝘀, 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿𝘀 𝗮𝗻𝗱 𝗲𝗻𝗱-𝘂𝘀𝗲𝗿 ↳To craft compelling messages for each group involved in the B2B buying journey, it's crucial to tailor your approach to their unique concerns and priorities. 𝗛𝗲𝗿𝗲’𝘀 𝗵𝗼𝘄 1️⃣ 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻-𝗠𝗮𝗸𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: ROI, budgets, benefits, cost-saving and business growth. Message: "Save up to 30% annually with our solution. Seamless integration ensures a quick ROI and drives business growth" 2️⃣ 𝗜𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: Looking for solutions to their pain points/aspirations Message: "Reduce downtime by 30% and drive efficiency with our solution, empowering your team to achieve more with less effort" 3️⃣ 𝗨𝘀𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: Ease of use. Message: "Save 60 minutes daily with our user-friendly interface, letting you focus on what truly matters" 𝗧𝗶𝗽𝘀 𝗳𝗼𝗿 𝗔𝗹𝗹 𝗠𝗲𝘀𝘀𝗮𝗴𝗲𝘀: ✅ Use Numbers Effectively: ROI, Highlight percentages and savings. ✅ Be Concise: Keep messages short and to the point to maintain engagement. ✅ Eye-catching: Use bullet points or bold text for key figures and benefits to ensure they stand out. By addressing each group's specific needs your messages will resonate more deeply and improve sales conversions. If you agree comment "Yes" or else share your views Follow Jinesh Hegde for more insights

Very timeline post as quite a number of B2B tech companies may have so many leads that are in the pipeline and being nurtured - and timely appointment setting will trigger engagement with the leads in qualifying and identifying challenges for a meaningful conversations... #B2Bmarketing #demandgeneration #appointmentsetting

Social Proof Selling is not new but the requirement for it is greater than ever before. In the B2B world, trust is everything—and in 2025, Social Proof Selling is set to be a major driver of success. Here’s why: 1. The Buyer’s Journey Has Changed B2B buyers are doing more research on their own than ever before—over 60% of it happens before they even talk to a salesperson! 🖥️ They’re turning to customer reviews, testimonials, and case studies to verify claims. This social proof acts like virtual word-of-mouth, building trust early and speeding up the buying process. 🚀 2. Standing Out in a Crowded Market It’s not enough to just have a great product anymore. Competition is fierce, and companies need to prove their value in a way that stands out. 🌐 Third-party validation—like client endorsements and industry awards—helps businesses rise above the noise and grab the attention of buyers. 👀 3. Trust and Authenticity Win Buyers today are skeptical of traditional sales pitches. What they really want is authenticity. Social proof—whether from customers, peers, or influencers—is the ultimate trust-builder. 💡 It’s these real, genuine endorsements that turn prospects into believers and help build lasting relationships. 🤝 If you’re not leveraging social proof in your strategy yet, 2025 might be the perfect time to start with Innovation Week 2025 The statistic that “60% of research is done independently before contacting sales” is based on findings from multiple industry reports that analyze B2B buyer behavior. This shift reflects the growing importance of online research, peer recommendations, and customer reviews in the buyer’s decision-making process. Here are a few sources that support this claim: 1. Gartner’s Future of Sales 2025 Report - This report highlights how buyers increasingly prefer a self-service model, with over 60% of the buying process completed before they engage with sales reps 2. Fesearch - Forrester’s research also indicates that B2B buyers conduct around 60% of their research independently, relying on digital channels such as reviews, case studies, and testimonials to inform their decisions . #B2B #SocialProof #TrustMatters #CustomerTestimonials #ClientSuccess #B2BSales #FutureOfSales #SalesStrategy #EventMarketing #MarketingInnovation #DigitalTransformation #ThoughtLeadership #2025Vision

𝗪𝗵𝘆 𝗱𝗼 𝗺𝗼𝘀𝘁 𝗼𝗳 𝘂𝘀 𝗺𝗶𝘀𝘀 𝘁𝗵𝗲 𝘀𝗮𝗹𝗲𝘀 𝘁𝗮𝗿𝗴𝗲𝘁? ↳We fail to identify the B2B customer buying journey ↳There are 3 players in the purchase cycle; 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗺𝗮𝗸𝗲𝗿𝘀, 𝗶𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿𝘀 𝗮𝗻𝗱 𝗲𝗻𝗱-𝘂𝘀𝗲𝗿 ↳To craft compelling messages for each group involved in the B2B buying journey, it's crucial to tailor your approach to their unique concerns and priorities. 𝗛𝗲𝗿𝗲’𝘀 𝗵𝗼𝘄 1️⃣ 𝗗𝗲𝗰𝗶𝘀𝗶𝗼𝗻-𝗠𝗮𝗸𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: ROI, budgets, benefits, cost-saving and business growth. Message: "Save up to 30% annually with our solution. Seamless integration ensures a quick ROI and drives business growth" 2️⃣ 𝗜𝗻𝗳𝗹𝘂𝗲𝗻𝗰𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: Looking for solutions to their pain points/aspirations Message: "Reduce downtime by 30% and drive efficiency with your solution, empowering your team to achieve more with less effort" 3️⃣ 𝗨𝘀𝗲𝗿'𝘀 𝗙𝗼𝗰𝘂𝘀: Ease of use. Message: "Save 60 minutes daily with our user-friendly interface, letting you focus on what truly matters" 𝗧𝗶𝗽𝘀 𝗳𝗼𝗿 𝗔𝗹𝗹 𝗠𝗲𝘀𝘀𝗮𝗴𝗲𝘀: ✅ Use Numbers Effectively: ROI, Highlight percentages and savings. ✅ Be Concise: Keep messages short and to the point to maintain engagement. ✅ Eye-catching: Use bullet points or bold text for key figures and benefits to ensure they stand out. By addressing each group's specific needs your messages will resonate more deeply and improve sales conversions. If you agree comment "Yes" or else share your views Follow Jinesh Hegde for more insights

Last year, one of our clients faced a common yet frustrating dilemma: their ABM was spot-on, targeting was precise, but the conversion? Not so much. They were capturing attention but not capitalizing on it. Sound familiar? Here’s where the magic happened. We introduced strategic appointment setting to bridge the gap. The result? A game-changing shift! We didn’t just reach their buying groups; we engaged them, deepened the conversations, and moved them through the funnel—effectively and efficiently. 💡 The take-away? ABM is powerful, but the real success comes when you seamlessly connect those targeted efforts with solid appointment setting strategies, transforming potential into actual business wins. At Optimyzed, our in-house team of experts stands ready to provide support, ensuring each strategy is perfectly tailored to our clients’ unique needs and executed flawlessly. Ready to see similar results? Talk to us on how pairing ABM with effective appointment setting can transform potential into powerful business results and generate tangible opportunities. Take the first step towards transforming your marketing results today! Email us at [email protected] to discuss how we can align our expertise with your business goals. Let’s make your marketing efforts count! 🚀 #Optimyzed #BusinessSolutions #ABM #AppointmentSetting #DemandGeneration #B2B #SalesStrategy #MarketingAutomation #LeadGeneration #CustomerEngagement #SalesEnablement

📌 6 ESSENTIAL TRENDS in 2024 for B2B Sales and Marketing leaders. Ensure you review this on a weekly basis to avoid dropping lead generation and sales by missing out. ✅ Integration of AI and Automation: Improve your team's interaction with vast pools of data, making it more accessible and actionable to support future decisions. ✅ Video Marketing Dominance: Visual storytelling took the center stage and has quickly evolved from a complementary strategy to a dominant force in the B2B landscape. ✅ Personalization at Scale: Understand the unique needs of each business in your portfolio and craft a tailored message that resonates with their individual goals, challenges, and industry nuances.  ✅ Account-Based Marketing (ABM) Expansion: Instead of casting a wide net with generalized strategies, focus on tailoring experiences for high-value accounts with the potential for significant ROI. ✅ Influencer Marketing in B2B: Engage industry influencers and thought leaders to endorse products and services, lending credibility and expanding reach within niche markets. ✅ Customer Success: Recognize the importance of retaining and growing existing customers, building long-term relationships with customers. This means providing exceptional customer service, anticipating and addressing customer needs, and ensuring customer satisfaction throughout the entire sales cycle. #marketing #sales #brandpartnerships #businessdevelopment #B2B #B2Bmarketing #customerexperience #brandstrategy #brandawareness #influencermarketing #salescycle #leadgeneration #growth

ABM is simply not enough to create opportunities for your business. Pair it with strategic appointment setting (not just the traditional appointment setting) and see the difference. If you want to know more, email us at [email protected] or send us a message.