Personalized messages targeted to your identified targets will be the cornerstone of your ABM plan. After the initial creation/review of your buy persons and existing content, we will spend time analyzing persona pain points and buying decision criteria. Additionally, we will work with you and your sales team members to gain insight into their perceived value of the content and additional pain points expressed by your customers and prospects.
This information will be used to identify what existing content can be used at various stages of the buyer’s journey for all of your targeted accounts. This analysis will provide the content holes that must be filled for a complete ABM workflow.
The stages of the content include Awareness, Education, and Solicitation.