Sales is about two things: numbers—and relationships. When people say sales is a numbers game, they mean the amount of revenue you generate strongly correlates to how many people you pitch.
What about relationships? When it’s time to close a deal, especially a big one, the quality of your relationship with a client is often the deciding factor in getting a deal over a line. It certainly is in retaining customers. Marketing, such as when someone reads your content on a website for the first time, typically instigates the start of a company’s relationship with a potential customer, and sets the parameters for sales’ eventual interaction with a customer.
Relationships are why the hot topic du jour—account-based marketing (ABM)—works: ABM supplements impersonal marketing with more relevant personal interactions by targeting specific companies, departments within a company, and even individuals within a department.
Garrett Huddy at Business 2 Community outlines five reasons why events are the best account-based marketing tactic:
- Events inspire action
- Events shorten the sales cycle.
- Events are the best way to reach decision makers.
- Events combine marketing and sales touchpoints.
- Events build relationships.
Events provide a way for your prospects and customers to get to know your company and product up close and personal, without the usual distractions of online engagement.
If you want to find the best content marketing events in America to attend, or if you’re looking to promote your own, head on over to The Ultimate List of Content Marketing Conferences. For the rest of Huddy’s insights about ABM events, click on the link below.
Read original article at Business 2 Community…