Marketers should organize target lists for their sales team by priority, industry, vertical, and any other useful characteristics. This is part of the hallmarks of account-based marketing, and the foundation for a successful go-to-market campaign. A sales professional only has so much time and energy. They need to be able to allocate it to the accounts that are most likely to make a purchase and most likely to continue their purchasing. This is often where intent data and an ABM platform like Terminus comes in.
The more accounts you’re going after at the same time, the harder it is to personalize your outreach. Sales and marketing should work together to find a balance between volume and personalization.
Industries to Avoid when Creating a Target Audience:
- Terminus advises against targeting Internet Service Providers (ISPs)
For more more advice on your digital strategy and optimization needs, please reach out to your Terminus Digital Media Manager.