How to identify the ideal type of ABM for each business?

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Even though it is on the rise, few Brazilian companies are exploring the potential of ABM. Those who know how to take advantage of it gain a great competitive advantage, capable of helping to increase Marketing ROI .

In this scenario, it is common to spain mobile database doubts about which model to invest in. In other words, how to create a solid and assertive strategy? If you are facing this dilemma, here are some tips!

Identify the ICP
The first step is to create an ICP profile — or ideal customer profile. To do this, you need to gather as much information as possible about your best customers.

They can serve as a basis for creating this semi-fictional character. Some of the questions that should be asked at this point are:

what is the segment of the target companies;
what is the number of employees;
what are the main pains and demands;
what challenges prevent them from growing;
how long on the market;
what are your values, purposes, etc.
Defining the ICP will guide your business in developing well-structured and segmented strategies. After all, they must be aligned with the needs of potential customers.