Statistics in Favor of Account-Based Marketing

Sangram Vajre

Updated

2016-09-06 14:37:16

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Account-Based Marketing For Dummies

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Customer Analytics For Dummies

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Customer Analytics For Dummies

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When you compare how much it costs for a lead to become closed revenue for your organization, you can make a compelling case for why your company should switch from traditional lead generation to account-based marketing:

Only 0.75 percent of leads generated become closed revenue (Forrester).
Generating high-quality leads is the number-one challenge for B2B marketers (IDG Enterprises).
More than 90 percent of B2B marketers acknowledge account-based marketing as either important or very important (SiriusDecisions).
B2B companies have begun utilizing targeted account strategies, as 86 percent of marketing and sales professionals stated (LeanData).
More than 60 percent of B2B marketers surveyed said they plan to implement an ABM program within the next year (Terminus).
ABM had higher ROI than other marketing activities, according to 97 percent of marketers in a survey (Alterra Group).
Almost 85 percent of marketers who measure ROI describe ABM as delivering higher returns than any other marketing approach; half of those marketers cite significantly higher returns (ITSMA).
On average, the number of people involved in a large technology purchase has increased from five to seven (IDC).
For more than 90 percent of B2B buyers, the amount of their product research depends on the price of a purchase; as the price increases, the amount of research increases (Salesforce).
Nearly 85 percent of marketers said ABM provided significant benefits to retain and expand existing client relationships (Marketo).

About This Article

About the book author:

Sangram Vajre has quickly built a reputation as one of the leading minds in B2B marketing. Before co-founding Terminus, a SaaS platform for account-based marketing, Sangram led the marketing team at Salesforce Pardot. He has spoken on the topic of marketing technology around the world and is the mastermind behind #FlipMyFunnel.