ABM > More SDRs

It’s very tempting to go back to what worked earlier

If you’re into stocks, pros keep saying this

“Past performance is not indicative of future returns”

Effectively, just because something worked earlier doesn’t mean it will work again

And many sales leaders think that..

Hiring more experienced SDRs is the easy way to close more high-value clients

Yes, this has been true in the past

But is it the most efficient, repeatable method, in 2024?

Not necessarily

Why is hiring more SDRs not the best strategy in 2024?

1. Buyer behaviour has changed

Modern buyers are increasingly empowered & informed.

They conduct thorough research before engaging with sales representatives.

Hiring more SDRs might not align with the changing dynamics of buyer behavior, where self-service and online research play a significant role

2. Quality of leads is more important

Focusing on the quality of leads and engagements is crucial.

Relying solely on hiring more SDRs might result in a higher volume of leads, but not necessarily in high-quality, qualified leads that are more likely to convert into valuable clients.

3. It’s very expensive

Hiring, training, and managing a larger SDR team can be resource-intensive.

The cost of adding more personnel may outweigh the benefits, especially when alternative strategies like account-based marketing (ABM) can deliver targeted results at a potentially lower cost.

But what’s the alternative?

Account Based Marketing is the alternative

Why?

• Your marketing & sales can go after the same accounts
• You can track what’s happening at an account level
• You can put every $ to work on the right account
• You can personalize your message at scale

But, I understand..

Starting a whole new process (like ABM) is a daunting task.

I understand the fear of starting for the first time

If you’re thinking of starting ABM for the 1st time, you should first read this detailed post on whether or not you should consider ABM first👇

Is ABM right for you? 🤔Recotap, Inc·August 10, 2023

ABM isn’t the right approach for every type of business. This is a simplified version of when & when not to think of implementing Account Based Marketing (ABM) So, when should you think of ABM? I’ve listed 7 simple pointers that you can use to decide whether ABM (Account Based Marketing) is right for your business:

Read full story

But if ABM is efficient & proven for your niche

It doesn’t make sense to NOT implement it right?

Here’s my humble future prediction:

ABM department is going to become a must-have function across B2B brands with an average deal value above $10,000.

Imagine a startup without a sales or marketing function.

That’s how absurd it will sound to not do ABM, in a few years.

So if you are:

• A B2B brand
• Targeting enterprises
• Have ACV > $10,000
• Looking to close more high-value accounts

You may want to try Account Based Marketing.

Unsure?

Talk to us and find out if your B2B brand a good fit for ABM implementation.