“Account-based Marketing (ABM)” is now a “thing” with its own acronym that is driving a lot of renewed interest in customer and prospect research as it starts to automate some processes in this space. While we won’t go into a definition of ABM, our thoughts about it or our feelings about acronyms, we thought it would be a good idea to share some practical tips on researching your prospects that are relevant both for a sales and a marketing role.
Though you invest heavily to create inspiring and informative content, it may not be interesting enough and can go unnoticed. With a goal of creating content your target audience cares, here are some basic but important tips:
Do you have a favorite color? Do you feel more relaxed when you look at certain colors? Some people like to have plants in their houses because green makes them feel more comfortable. On the other hand, people like to wear a red t-shirt when they play sports because it makes them feel more energetic.
We are surrounded and affected by a rainbow of colors every day. Experienced marketers know how color effects people when they are making buying decisions.
If you lack an understanding of Psychology, you have little chance of being successful in marketing. Psychology is the study of human behavior, which is primary to effective marketing. To understand people’s behavior is to understand what they want and need.