ABM Account Based Marketing

Account Based Marketing (ABM)

Our technology and data-focused approach can help you get the right information to the right people, so you can close the right deal at the right time.

What is ABM in a nutshell?

Account-Based Marketing targets specific individuals and organizations with multi-touch campaigns designed to better funnel qualified leads into meetings with sales staff.

Lead gen is not appropriate for B2B mid-market most of the time, we don’t want to boil the ocean.

How do I know if ABM is right for my company?

  1. Your Lead Gen strategy produces MQLs that never turn into closed deals
  2. Demand Gen is producing leads that never become MQLs
  3. Sales is noting the low quality of leads
  4. High no-show rates for meetings booked

These are just a few of the more obvious problems indicating a leaky (or fundamentally broken) sales pipeline. Traditional lead gen models simply don’t work for today’s mid-sized companies. ABM offers a perfect solution for mid-market companies with complex sales cycles.

What do I need for ABM?

  • Custom, multi-source database and list builds
  • Creative to help your brand stand out
  • Outbound ABM Campaigns to create recognition
  • Content Development to drive thought leadership in your field
  • BDR/SDR Pools to nurture leads
  • Attribution & conversion metrics flow to your SFDC Dashboards

All of which we can handle for you!

Want to make this happen now?

MagicLamp Gives You All-Encompassing Expertise

Successful ABM programs are multidisciplinary, data-based, and require constant monitoring and testing. Our team has everything you need to help you launch ABM at your company, supporting you through every new sales cycle. 

Broad Marketing Activities: 

  • Outbound Marketing 
  • Inbound Marketing 
  • Lead Nurture and Qualification 
  • BANT and Lead Scoring
  • Real Interaction/Engagement
  • Maintain top-of-mind
  • Metrics for Success
  • Revenue Tracking
  • Meeting Booking
  • POC/Pilot Programs


  • Ads
  • Calls
  • Content Marketing
  • Direct Mail
  • Email Marketing
  • Events
  • Social Media
  • Webinars
  • Comarketing
  • PR

Collaborating with You

ABM has a lot of moving parts, so our team works and communicates directly with your entire sales and marketing organizations to ensure that everything works optimally. We can work with your SDRs/BDRs, or we can bring our own fractional or full-time staff into the equation as needed. Our ABM process is designed to align sales and marketing goals in the long-term. We don’t just build and plan and implement it for you; we partner with you to help you grow and adapt. 

A Bird’s Eye View of Our Process

  • Create Operational Goals
    • Find the common ground between sales and marketing
    • Set defined goals that work for both
    • Decide what intelligence is going to be most helpful at what stage
    • Figure out what qualified means
    • Inventory Sales needs for Marketing “air cover” (sales enablement)
  • Start Building Customer Personas
    • What are the qualities and values of your ideal customer?
    • What is the company’s revenue, or how much business do they do?
    • Which industry are they in, and who do they compete with?
    • What can your company offer theirs and vice versa?
  • Outline the Buyer’s Journey
    • Define objectives to meet along the way
    • Build a timeline for each objective and the deal as a whole
  • Land and Expand
    • Gain a point-of-contact or two
    • Discover other potential contacts at your target company
    • Share additional resources and useful information
    • Schedule introductory meetings
  • Check in Weekly 
    • Chart progress, resolve issues, and plan future growth
    • Talk about recent account changes and new opportunities
    • Keeps your process responsive and nimble

ABM keeps your customers engaged and invested, unlocking a suite of post-acquisition opportunities. This isn’t simply upselling, it’s adding value to your deals over time via renewal drip flows, portals, educational assets, and effectively communicating market leadership

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