Account-Based Marketing (ABM) has quickly become one of the most effective strategies for B2B businesses. It’s all about laser-focused marketing efforts, where your outreach is targeted at specific high-value accounts instead of casting a wide net. Whether you’re in SaaS, manufacturing, or any other B2B space, setting up ABM properly can drive incredible results.
In this blog, we’ll show you how to leverage Kylas Sales CRM to set up ABM for your business, ensuring you can connect with the right accounts, engage decision-makers, and ultimately grow your business.
Why ABM is Critical for B2B Businesses?
Related Blog: What Is Account Based Marketing and Does It Work for Small Businesses?
Account-based marketing strategies have quickly gained massive popularity in B2B, so much so, that almost 93% of marketers consider it extremely important for success according to a survey by Foundry, and for a good reason: it works. Here’s why it’s critical:
- Precision Targeting: Instead of going broad, ABM allows you to focus your marketing on a select group of high-value companies that are most likely to convert.
- Better ROI: ABM focuses resources on a few high-value accounts, meaning you get more out of your marketing efforts.
- Long-Term Relationships: ABM is all about nurturing relationships, not just closing one-off deals. This is essential in B2B, where long-term partnerships drive growth.
ABM is powerful because of the way it aligns sales and marketing teams. When both departments focus on the same target accounts, you create a seamless experience for prospects, which can lead to faster conversions. Let’s break down the key components:
- Target Account Identification: ABM starts by identifying the accounts that matter most to your business.
- Personalized Engagement: With ABM, your messaging is highly tailored to each account, allowing you to speak directly to their pain points and needs.
- Multi-Channel Outreach: Reaching out through a mix of channels, from email to LinkedIn to phone calls, ensures you’re meeting decision-makers where they are.
Challenges in Implementing the ABM Approach
Despite its effectiveness, ABM can come with challenges:
- Resource Intensive: ABM isn’t a “set it and forget it” strategy. It takes time, effort, and coordination between sales and marketing teams.
- Longer Sales Cycles: Since ABM focuses on building relationships, the process can take longer than traditional marketing methods.
- Data Management: You need a solid system in place to manage all the data related to your target accounts—something that Kylas can help streamline.
How Kylas Sales CRM Makes ABM Easier for B2B Businesses
When it comes to ABM, having the right tools in place is crucial. Kylas Sales CRM is designed to simplify the ABM process and ensure you can implement it smoothly.
Here’s how Kylas helps you with ABM:
- Seamless Account Segmentation: Kylas allows you to easily segment your target accounts based on different criteria like industry, size, and revenue. This helps you build highly targeted lists for personalized outreach.
- Automated Multi-Channel Outreach: Whether it’s sending emails, making calls, or messaging on LinkedIn, Kylas integrates all these channels into one platform, making it easier to manage your outreach.
- Real-Time Analytics: Track how your ABM campaigns are performing. Kylas’ powerful analytics give you insights into engagement rates, conversion rates, and more, so you can fine-tune your strategies.
How to Set Up ABM in Kylas: A Step-by-Step Guide
Let’s dive into how you can set up ABM on Kylas Sales CRM with this easy, step-by-step process:
1. Identify & Segment Target Accounts: Start by identifying the accounts that are most likely to benefit from your product or service. Kylas lets you filter accounts based on various factors such as industry, location, company size, and revenue.
✅ Use Smart Lists in Kylas to segment high-value accounts based on industry, revenue, and past engagement.
✅ Import a curated list of potential accounts from Apollo.io, LinkedIn Sales Navigator, or other B2B data sources.
✅ Assign account owners (Sales Reps) to ensure dedicated outreach and follow-ups.
2. Personalize Engagement with Multi-Channel Outreach: Craft personalized campaigns for each of your target accounts. Use Kylas’ email templates and CRM tools to automate emails, calls, and LinkedIn outreach—all personalized to the individual account.
✅ Email Sequences & WhatsApp Messaging: Use Kylas’ built-in email & WhatsApp integration to send hyper-personalized outreach.
✅ Call & Meeting Scheduling: Use Kylas’ telephony and meeting scheduler to connect with decision-makers faster.
✅ LinkedIn ABM: Track LinkedIn conversations and nurture relationships within Kylas.
3. Engage with Decision-Makers: Use Kylas to identify key decision-makers within each account. Track interactions across multiple touchpoints to ensure no lead is left behind.
Automate & Optimize Lead Nurturing
✅ Workflow Automation: Set up automated follow-ups based on engagement triggers (email opens, link clicks, or form submissions).
✅ Conversion Mapping: Identify touchpoints that drive engagement and optimize content accordingly.
✅ AI-Driven Predictive Lead Scoring: Prioritize high-intent accounts based on interaction history.
4. Align Sales & Marketing Teams and Track Account Engagement: ABM works best when marketing and sales teams are in sync. Use Kylas to create a collaborative environment, where both teams can access up-to-date information on each account’s progress.
✅ Use Custom Reports & BI Dashboards to measure engagement levels, pipeline velocity, and conversion rates.
✅ Track Target vs. Achieved metrics to optimize ABM performance.
✅ Monitor deal progression within Kylas’ CRM pipeline for precise forecasting.
5. Track, Measure, and Optimize: Monitor your ABM campaigns in real-time with Kylas’ analytics tools. Measure open rates, engagement levels, and conversions to optimize your strategy.
Scale with Continuous Refinement
Run A/B tests on messaging & campaigns and adjust based on performance insights.
Use historical data analysis in Kylas to refine ABM strategies over time.
Align Sales & Marketing teams to optimize outreach and close deals faster.
With Kylas CRM, your ABM strategy becomes scalable, data-driven, and fully integrated with your sales process!
Real-World Example: ABM in Action
Imagine you’re a SaaS company looking to target large enterprises. By using Kylas for ABM:
- Target Accounts: You create a list of Fortune 500 companies that would benefit from your software.
- Personalized Outreach: You craft a series of emails, LinkedIn messages, and calls, all tailored to each company’s unique challenges and needs.
- Results: After 90 days, you see a 30% increase in engagement and land meetings with 3 out of your 5 top-targeted accounts. This is ABM done right.
Conclusion
Setting up ABM on Kylas Sales CRM is straightforward and highly effective. By following these steps, you can create personalized campaigns, align your marketing and sales teams, and drive better results. For a more personalized approach, you can consult an agency that provides account-based marketing services for your requirements. Whether you’re in SaaS, manufacturing, or any other industry, Kylas helps you streamline your ABM efforts to attract, engage, and convert high-value accounts into loyal customers.
Ready to implement ABM on Kylas? Start today and watch your business grow!
