Step 1: Determine your focus
Account-based marketing can basically be implemented in two ways. Either specialize in working with a few clients, or focus on several similar accounts. Discuss your focus with your sales team and determine how you want to proceed right from the start.
Step 2: Prioritize accounts
You'll quickly find that some accounts have more value than others. Therefore, you need to create a list of prioritized accounts in consultation with operations. You should also discuss their importance and the goals you have for them. This prioritization should be transparent at all times.
Step 3: Align sales and marketing
The goal of your account-based marketing strategies is always to generate leads for your sales force. However, it is advisable to determine how they will use your activities right from the start. For example, you have various options in your company profile to integrate your sales department directly into the planned processes. There, for example, you can automatically notify certain sales employees if one of your target accounts interacts with your content.