3. More People Are Involved
%%3434
of B2B buyers have increased the
number of stakeholders involved
in the purchase process.
Source: DemandGen
4. More People are Involved.
More People are Involved.
of B2B buyers have increased the
number of stakeholders involved in
the purchase process.
The More People Involved,
The Less Likely a Purchase
For any given sale, 7 â 20 people are involved
in the decision. As the number of people
increases, the likelihood of purchase declines.
Source: KnowledgeTree
5. Buyers Do More Research,
9494%%of B2B buyers conduct
some form of online
research before buying
a business product.
Source: MarketingProfs
6. Especially When âš
Costs Are High
9090%%
For more than
of B2B buyers, the amount âš
of research done depends on
price. As price increases, the
amount of research increases.
Source: SalesForce
7. Buyers Wait toâš
Come Forward
5757%%
Buyers donât contact
suppliers directly until
of the purchase
process is complete.
Source: Corporate Executive Board
8. And This Trendâš
Will Only Continue
8080%%
By 2020,
of the buying process
will occur without any
direct human-to-
human interaction.
Source: Forrester
9. Buyer Expectationsâš
Have Changed
B2B buyers expect the same range of omni-
channel options they enjoy as consumers.
4949%%
of B2B buyers prefer to use
consumer websites to make
work-related purchases.
Source: The Future of Commerce
10. #1
According to B2B
marketers, generating
high-quality leads is the
top challenge today.
Quality Leads Are Scarce
The #1
Challenge.
Source: IDG Enterprises
17. successful B2B marketing
It recognizes that
successful B2B marketing
is about speaking to a collective
business or department, not to
isolated individuals.
25. Identify the Best
Fit Accounts
22
Find and engage the right
companies so that resources
arenât used on prospects that
will not become customers.
26. Expand Contacts
Within an Account
33
Build relationships with
multiple people within an
account. Remember, business
decisions are made by more
than one person.
27. Engage Accounts
on Their Terms
44
Engage contacts on âš
the channels where âš
theyâre most active with âš
the messages and âš
content they want.
31. of marketers say account-based
marketing has higher ROI than
other marketing activities.
97%97%
Source: Marketo
32. of marketers say account-based âš
marketing provides significant benefits âš
to retain and expand client relationships.
85%85%
Source: Alterra Group
33. of B2B marketers say account-âš
based marketing is either very or âš
extremely importantâŠ
90%90%
But while
Source: SiriusDecisions
34. of practitioners have implementedâš
Account-Based Marketing strategies.
20%20%
Less than
Source: SiriusDecisions
36. Get the Book that Explains
Account-Based MarketingAccount-Based Marketing
Step-by-Step
Itâs the first-ever
ABM book. Itâs for
beginners, experts
and everyone âš
in-between.
37. Click here toâš
learn more.
Get the Book that Explains
Account-Based MarketingAccount-Based Marketing
Step-by-Step
Itâs the first-ever
ABM book. Itâs for
beginners, experts
and everyone âš
in-between.
38. Evaluate Your Existing
Account-Based MarketingAccount-Based Marketing
Tech Eco-System for
Determine which
resources to buy,
replace or repurpose
to create a best-in-
class ABM stack.
39. Evaluate Your Existing
Account-Based MarketingAccount-Based Marketing
Tech Eco-System for
Determine which
resources to buy,
replace or repurpose
to create a best-in-
class ABM stack.
Click here toâš
learn more.
40. Build Your Complete
Account-Based MarketingAccount-Based Marketing
Technology Solution
Align technology âš
to the core
components of
your ABM strategy.
41. Build Your Complete
Account-Based MarketingAccount-Based Marketing
Technology Solution
Align technology âš
to the core
components of
your ABM strategy.
Click here toâš
find out how.
42. Get to Knowâš
Sangram Vajre
Get to Know âš
Sangram Vajre
Sangram Vajre has quickly built a
reputation as a leading mind in B2B
marketing. Before co-founding
Terminus, a SaaS platform for account-
based marketing, Sangram led the
marketing team at Pardot through its
acquisition by ExactTarget and then
Salesforce. Heâs the author of Account-
Based Marketing For Dummies and is
the mastermind behind #FlipMyFunnel.
Click here to follow
Sangram on Twitter.