Account-based marketing is highly attractive nowadays in the way that it combines insights for strategy and technology for execution. Marketing teams who understand Account-based marketing (ABM) nowadays are in a powerful position to better align to what sales needs, and to make many smart choices about the right actions to take and the right time to take them to grow high-potential accounts.

Account-based marketing is only a smart strategy when it is done right by using the correct targeting methods, data and tools in the place to manage and scale results. while account-based marketing strategy gets matures over time, companies/organizations should consider investing in a system that is capable of analyzing the salesforce to identify target accounts with a high degree of accuracy based on the historical performance.

Take a glance at the most effective targeting criteria used for account-based marketing, 2019:

• The profitability of account deals is ranked as the most effective targeting criteria used for account-based marketing in 2019 with a rate of 53%.
• Business needs fit solutions are ranked as the second most effective targeting method used for account-based marketing with a rate of 48%.
• Higher yield accounts come at next also as an effective targeting criterion used for account-based marketing with a rate of 44%.
• Aligned with sales strategy is an effective targeting method for account-based marketing with a rate of 40%.
• Faster deal velocity also ranked as effective targeting criteria used for account-based marketing with a rate of 25%.

A Graph Shows The Most Effective Targeting Criteria For Account-Based Marketing, 2019.