Account-Based Marketing (ABM) is a highly targeted B2B lead generation strategy where sales and marketing work together to identify and engage key accounts with personalized outreach.
Unlike broad campaigns, ABM treats each target company as its own market. The process starts by selecting high-value companies that match your ideal client profile based on size, industry, or revenue.
Next, gather deep insights on each account—decision-makers, current costa rica phone number list vendors, pain points, and recent news. This data fuels hyper-personalized campaigns that speak directly to the client’s needs.
Marketing creates custom content for each account: landing pages, video messages, whitepapers, or even direct mail. Sales follows up with personalized outreach that references the same messaging for consistency.
Digital tools like Demandbase, Terminus, or LinkedIn allow precise targeting with tailored ads and email sequences. ABM campaigns often yield better ROI because they focus only on the most promising leads.
One-to-one personalization makes prospects feel understood and valued. Instead of cold pitches, you offer relevant solutions backed by research.
ABM also fosters alignment between sales and marketing. Both teams share responsibility for results and continuously refine their approach based on feedback and performance metrics.
For companies selling high-ticket products or services, ABM is one of the most effective lead generation approaches available today.