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While inbound marketing is content to draw broad portraits of the intended target, through the development of buyer personas , ABM requires going to a higher level of detail. List all the key accounts in your industry . for large cosmetics groups? Aim directly for L’Oréal. Where inbound marketing consists of aiming for the moon to land among the stars, ABM consists of pointing at the sun and reaching it on the first try, without going through the asteroids box.

In other words, with ABM, you get straight Phone Number Data to the point . No more sorting through dozens of leads that are difficult to convert because they are insufficiently qualified. If the question “who would be your ideal client?” ", you don't have any company names that come to mind, proceed rigorously: Take inventory of companies in your industry Ask yourself what the profile of the ideal company is : its turnover, its workforce, its location, etc. Cross-reference your list based on these criteria, by browsing online databases.




SIRENE and social networks (LinkedIn) At this stage, if you have previously implemented an inbound marketing strategy, you can rely on the list of qualified leads generated. Among the people who have downloaded your white paper, those who have subscribed to your newsletter or even those who have read a good number of blog articles, there will inevitably be key companies. Once the list of your key accounts has been established, it is a matter of identifying the interesting contacts for each company .