Enhance target account lists
Your ABM program can fail on the basis of your target account list alone. Many companies make the mistake of targeting accounts that look like a great fit, but don’t have a need and may not ever.
Avoid targeting accounts you think are a great fit – know who has a need. Intent Data for Sales and Account Intent Feeds use firmographic, technographic and behavioral data to identify accounts that fit your ideal customer profile and are actually in-market for your solutions – right now. In addition, you can identify active buying group members on your ABM lists from sources such as 6sense, Demandbase and Bombora. Informa TechTarget helps you see better results with more accurate data.
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Prioritize target account lists
Defining your target account list is critical, but it’s still impossible to effectively engage every company all at once. To be productive, you need a way to concentrate on the accounts that will yield the best results today.
Use Intent Data for Sales to rank and prioritize your target account lists for sellers and Account Intent Feeds to more efficiently identify, influence and convert accounts in-market each week, all based on recent, relevant research behavior from real people on active buying groups.
Engage target accounts
Optimal ABM comes from a coordinated approach to engaging target accounts. It requires integrated campaigns synchronized across multiple sales and marketing channels.
Informa TechTarget’s uniquely coordinated, continuously optimized ABM advertising and lead generation services maximize engagement from target accounts and buyers. By increasing your impact, you grow opportunities and win more deals.
View the account’s journey with Intent Data for Sales – know the activities they’ve taken with Informa TechTarget, engagement with your content and services, and activities taken by your team – and prove how they’ve influenced opportunity progression.
Get actionable intelligence about your target accounts
Guessing at what your most sought-after accounts are interested in? Stop wasting time and losing trust on ABM campaigns with lackluster content that doesn’t convert.
Access the Target Domains List Analyzer in Market Monitor—the ultimate window into your target accounts’ real research activity from across the Informa TechTarget network.
With the Target Domains List Analyzer, you can easily view your target accounts’ content engagement patterns, monitor account activity trends and glean valuable market insights. Plus, with Market Monitor’s AI feature, you can seamlessly extract key themes from the content your target accounts are engaging with to deliver tailored outreach they can’t ignore.
The result? Better understanding of your audience. Enhanced targeting precision. Expanded market opportunities. Optimized, on-point content strategy and messaging that converts.
Reach and engage with your target accounts.
Uncover buying group contacts
Ironically, one of the most common pitfalls of ABM is being too account focused. While it’s true that enterprise technologies are bought by companies – you still have to sell to people.
Informa TechTarget makes it easy to find and engage real buyers by connecting you to the actual known members of the buying group, the people researching solutions in your market. And you get all the prospect-level insights you need to break through.
Turn website visitors into pipeline
The worst deals to lose are the ones that come right to your doorstep. If you can’t quickly take action on the accounts visiting your site, you stand to miss out on those opportunities.
Informa TechTarget’s Inbound Converter identifies the in-market accounts visiting your website, then connects you with the real members of the buying group. Finally, it helps you prioritize and engage them across multiple marketing channels.
We were trying to narrow our universe of accounts based on company size and industry. Informa TechTarget has really helped us refine that list and focus our sales reps.”
Emily Ketchum, Director, Global Marketing Operations
