Jonathan Bland’s Post

At this point, you more than likely have come across #accountbasedmarketing at some point or another. May have heard of it, thought about it, maybe even implemented it (kudos to you). It’s not just a buzzword – it's a game-changer plain & simple! Sometimes a trip down memory lane to see how ABM has evolved from the good ol' days to today’s cutting-edge strategies makes it more understandable. Then: My dad was a successful billboard company owner for years and utilized what I call "an OG ABM approach" which yielded growth every year for a long time. Think cold-calling, hand-written letters, and thoughtful personal connection.....and maybe a few gifts (aka added value). He had a knack for building personal connections and closing deals. Now: Fast forward to today at Growth, and we’re leveraging data-driven insights, personalized content, and multi-channel campaigns. We use advanced tools & strategy to identify high-value accounts and tailor our approach for maximum impact. 📊 The Core Remains the Same: It’s all about building strong relationships and providing value. Whether it’s through a friendly phone call or a personalized email campaign, the goal is to connect with the right people at the right time. What is ABM? It’s a focused approach to B2B marketing where individual accounts are treated as markets in their own right. By aligning marketing and sales efforts, you can deliver personalized experiences that resonate with key decision-makers. Why It’s Crucial: ABM helps target the accounts that matter most, driving higher ROI and accelerating growth. For companies looking to scale, it’s the secret sauce to expanding revenue streams and enhancing customer relationships. Fun Fact: Did you know my dad once closed a deal with a hand-written note and a martini kit? Sometimes, the personal touch makes all the difference! Always good to reminisce of strategies from years ago when comparing to the present and seeing the similarities. In a nutshell, thanks Dad for showing me the ABM way as a kid even though I didn't know it until just recently! Peep the overview below in the comments for some great value & tips + tricks. #abm #accountbasedmarketing #marketingevolution #b2b #growthops

There is a strong possibility that... What worked yesterday might not work tomorrow. When it comes to choosing the right GTM motion, there are a few fundamental decisions everyone need to make. It starts with answering the following questions… 1/ What’s the Ticket Size? Does it allow sales team cost in Per Unit Revenue? - What is the average revenue per user (ARPU)? - What is the customer acquisition cost (CAC) for different channels? - Can we achieve a positive CAC:LTV (Customer Lifetime Value) ratio with our current pricing? 2/ Is our ICP comfortable paying and using on its own? Or need convincing and assurance? - How familiar is our audience with similar products? - What are the common objections or concerns they have during the buying process? - Do they typically make purchasing decisions independently, or do they require a consultative approach?  3/ Is our product and pricing validated? - Have we tested our pricing with a diverse group of customers? - What feedback have we received on our product’s value proposition? - Are there signs of product-market fit? 4/ If our ticket size is low, just go for self-served; If medium to high, go for Sales assisted or Sales enabled. - What is the break-even point for our CAC in different GTM models? - How does customer size correlate with support and sales needs? - What is the expected deal size in different customer segments? 5/ PLG or Self-Serve feasibility check (Further expansion in the newsletter)  5.1/ Are there any competitors or alternate players we can directly latch on? 5.2/ How can we immediately fit into existing Workflow without disturbing the existing toolkit? 5.3/ What’s the prospect’s behavior with other purchases? 5.4/ How frequent is the usage and how fast can we show product value? 5.5/ Can we align partners, experts, and ecosystem players to talk about us? 6/ Sales-Assisted or Sales-Led feasibility check 6.1/ Can we have a unique POV on the problem space and build thought leadership around It? 6.2/ Can we engage with Thought Leaders and Influencers in the industry to get more exposure? 6.3/ B2B Buying is changing… How is our buyer evaluating? Can we plan some activities to attract and nurture buyers like Newsletters, Webinars, or Community? 6.4/ How can we immediately fit into existing workflow with time-bound milestones? 6.5/ How active is our prospect on Social Channels (linkedin, twitter etc.)? 6.6/ How frequent is the product usage and how fast can we show product value? 6.7/ How complex is our setup and usage? Would teams be comfortable even testing it out? I have written in detail on each question along with examples in my latest newsletter “Choosing the right Go-to-Market motion for sustainable growth” . Link in the comments… 

I'm happy to officially announce SteadyRev, a new player in the Demand Gen and Revenue Operations space. Your Demand Gen and Rev Ops function is the engine that drives your business forward, but it can only do that effectively if the various parts are precisely positioned and operational. Recently, one of our longer term clients received high praise for their "sales engine" from a partner who was so impressed, he wanted to pay them to sell his products too! However, my client had to explain that it's not quite that simple. There is so much that needs to be considered, strategized, and executed before a “revenue engine” (focused on more than just sales) can start producing pipeline effectively for your products and services. For starters, the following questions need to be answered: ➡️ What are your business objectives? ➡️ What is your Ideal Customer Profile (ICP)? ➡️ What problems do your product or services solve for your ICP? ➡️ How are you going to identify prospects that fit your ICP? ➡️ How will you get your brand & messaging in front of these prospects? ➡️ Do you have a content strategy? ➡️ Who should be the face of your brand? ➡️ Should you start automated sales reach out? ➡️ Where will you reach out? Who will do it? When? How? ➡️ Is your Home Page and/or Landing Page optimized to best represent your offering and convince a prospect that they should book a demo or intro call, download content, make a purchase, etc.? Other foundational things to consider: ➡️ Is your CRM set up to properly manage your sales and marketing data? ➡️ Are your Sales/Presales teams/processes running efficiently and set up to handle an influx of deals? ➡️ Are you prepared to ensure Customer Success and learn how to attract and retain more customers based on feedback and learnings from your current ones? ➡️ How are you measuring the performance of your marketing efforts? ➡️ How are you nurturing your leads/prospects who match your ICP but are not ready to buy? SteadyRev is here to partner with you all of the way. We'll help you answer these questions, strategize the best approach to handle each need in order of priority, and work closely with you to see the plan through. We are not here to become influencers, nor will we claim to be gurus or make outlandish promises then walk away. We’re here to guide and execute based on the specific needs of your business. Let’s chat! https://lnkd.in/gUcn3dJh  OR send any inquiries to [email protected] #DemandGen #RevOps #RevenueEngine #DigitalMarketing #Marketing

POV: You helped your client transform their outreach efforts with an omni-channel approach—and the results are in. 👀 Seeing a client go from struggling with inconsistent outreach to: 🚘 Driving meaningful engagement 🗓 Booking 5-10 more meetings for their team each week 💸 Closing on qualified and QUALITY deals across multiple channels ...is what it’s all about! We worked together to revamp their strategy, optimizing everything from email campaigns to LinkedIn sequences, and the shift has been incredible. Now, they’re not just reaching out—they’re *connecting*. Meaningful conversations are happening, relationships are being built, and their pipeline is filling with quality leads for their team to close. The key? A focused omni-channel approach that meets their audience where they are. 📈 ______________________ Hi! 👋 I'm Sarah from Meritage Growth Partners and I empower venture-backed and high growth companies to scale sustainably and effectively. Book a call with out team and learn how we can support your growth: https://lnkd.in/etFyT_je #OmniChannelMarketing #LeadGeneration #ClientSuccess #Growth #B2BLeadGeneration #B2B #MarketingStrategy #SalesStrategy

ABM + Partner Marketing = a marriage made in heaven? Welcome to our mini-series on ABM in Partner Marketing. The rise of intent data (that helps enrich target account information) has ensured that ABM is now central to many Partner Marketing strategies - but in order to achieve success there are complexities and foundations to be navigated. Alignment with partners, sales and marketing around target accounts & business objectives to the right engagement strategies are just some of the things to consider. In our 1st ABM Partner Marketing edition we share a step-by-step guide on how to make ABM work for your Partner Marketing Strategy Check it out here: https://lnkd.in/eBMK_dyw Keep an eye out for our next Aega Marketing ABM editions where we will explore advanced ABM practices & strategies. #ABM #Partnermarketing #B2Bmarketing #Intentdata #channelmarketing

There are three types of AMB strategies. It's vital for your sales teams to pick one that best suits your organization's goals for desired outcomes. Types of ABM Strategies: 🔷1:many ABM strategy- targets hundreds/thousands of key decision-makers 🔷1:few ABM strategy- uses few resources to target key accounts with similar characteristics 🔷1:1 ABM strategy - uses lots of resources to create hyper-personalized campaigns that target 1-5 key high-value accounts at a time. What ABM strategy best suits your business? Comment down below. Discover more here: https://heyor.ca/mMmqQI #AMBStrategies #ABMStrategyTypes #DecisionMakers #HighValueAccounts

Your boss just called and said that 𝒍𝒆𝒂𝒅𝒔, 𝒑𝒊𝒑𝒆𝒍𝒊𝒏𝒆, 𝒂𝒏𝒅 𝒏𝒆𝒘 𝒓𝒆𝒗𝒆𝒏𝒖𝒆 don't matter in Q2. 123 -She's also sending you on a cruise around the globe -And doubling your salary... If that's not you, here's a quick 20-point checklist to tune up your B2B GTM for Q2 𝐏𝐥𝐚𝐧𝐧𝐢𝐧𝐠: 1\) Can you connect your marketing actions to business objectives? 2\) Do you have a defined audience? 3\) Do you understand their information requirements? 4\) Do you have defined content pillars to address these? 𝐀𝐜𝐭𝐢𝐯𝐚𝐭𝐞 𝐘𝐨𝐮𝐫 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞: 4\) Do you know where they go to learn online? 5\) Are you spending time in these places? 6\) Are you collaborating with others they trust? 7\) Is your content educational? 8\) Are you seen as a trusted resource? 9\) Do you provide reasons to visit your site? 𝐄𝐬𝐭𝐚𝐛𝐥𝐢𝐬𝐡 𝐀𝐮𝐭𝐡𝐨𝐫𝐢𝐭𝐲: 11\) Is your site easy to navigate? 12\) Are you proving that you're qualified to solve their problem? 13\) Do you have resources/tools/content hubs? 14\) Do you give buyers a clear plan forward? 𝐍𝐮𝐫𝐭𝐮𝐫𝐞 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬: 15\) Are you working with sales to prioritize accounts? 16\) Are you leveraging SMART retargeting? 17\) Are your emails segmented & relevant? 18\) Is your messaging personalized? 19\) Are you leveraging signals to identify intent? 20\) Are your handoffs optimized? 😄 April Fools' aside, dig into the real insights that can make a genuine difference this quarter.

How to Build a Sales Funnel That Actually Converts 🛠️ Here’s the truth: Most medspas and beauty brands don’t need more followers—they need better sales funnels to turn awareness into bookings. Your social media strategy should be designed to guide leads through every stage of the client journey, from discovery to loyalty. A strong funnel doesn’t just attract potential clients—it creates clear steps that convert them into loyal, repeat customers. ✨ The Funnel Breakdown: 1️⃣ Awareness: Attract new leads with educational and engaging content. 2️⃣ Interest: Showcase your expertise with transformation posts, testimonials, and client success stories. 3️⃣ Decision: Offer compelling CTAs like free consultations or limited-time promotions. 4️⃣ Action: Make booking easy and seamless with clear steps on how to book. 5️⃣ Loyalty: Nurture long-term relationships with memberships, loyalty programs, and exclusive offers. Are your sales funnels working hard enough for your business? Let’s chat about how to elevate your strategy and boost conversions. 💚 #MedSpaMarketing #MarketingStrategy #SalesFunnel

𝐋𝐚𝐬𝐭 𝐰𝐞𝐞𝐤, 𝐰𝐞 𝐚𝐬𝐤𝐞𝐝 𝐲𝐨𝐮 𝐭𝐨 𝐭𝐞𝐥𝐥 𝐮𝐬 𝐚𝐛𝐨𝐮𝐭 𝐲𝐨𝐮𝐫 𝐛𝐢𝐠𝐠𝐞𝐬𝐭 𝐬𝐨𝐜𝐢𝐚𝐥 𝐬𝐞𝐥𝐥𝐢𝐧𝐠 𝐩𝐫𝐢𝐨𝐫𝐢𝐭𝐲 𝐟𝐨𝐫 𝐭𝐡𝐞 𝐧𝐞𝐰 𝐪𝐮𝐚𝐫𝐭𝐞𝐫. The majority of you said that customer engagement was important. So, we want to help you achieve your goal.🚀 We have two valuable expert tips to share with you to help you increase your customer engagement on social media platforms. 🔖Number 1: Utilize the power of your niche communities. Look for online groups on platforms such as Facebook, LinkedIn, or niche forums where your target audience is already active. Engage with these communities by providing genuine help and expertise. Answer questions, offer expertise, and build trust. This leads to organic inquiries and brand loyalty. 🔖Number 2: Put the word ‘Interactive’ before your strategy — ‘Storytelling’. Polls, quizzes, "fill in the blank," and behind-the-scenes glimpses are more engaging than text-heavy posts. Craft them around the challenges your customers face and use the insights gathered from interactions to tailor future content and nurture potential leads. — Which of these tips will you try first? Let us know how it goes! #socialselling #customerengagement #socialmediamarketing #salestips #b2bsales Stay updated by following our website at www.salesninja.asia. For personalized training, guidance and support, feel free to consult directly with our experts: https://lnkd.in/gXgQRNda

CustomerThink Editor's Pick by Howard Sewell Selecting the right target accounts is the absolute foundation of a successful ABM strategy. However, many companies seem to adopt more of a “wish list” approach, as if choosing which accounts to target can be completely arbitrary, or based on whichever accounts sales says they want to chase after, and then ABM will just magically generate engagement and opportunities from those accounts. That can be an expensive mistake.