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Account-Based Marketing Playbook

Win enterprise deals with personalized demos tailored to each target account's specific needs and use cases.

5x
Higher deal value
85%
Win rate on engaged accounts
50%
Shorter sales cycles
3x
More stakeholder engagement

Core Strategies for Account-Based Marketing

Proven tactics to win enterprise deals with personalized, targeted demo experiences.

Deep Account Research

Understand your target accounts inside and out. Create personalized demos that speak directly to their business challenges and goals.

Tactical Implementation:

  • Research company news, challenges, and initiatives
  • Identify key stakeholders and their priorities
  • Map out their current tech stack
  • Understand their specific industry use cases

Hyper-Personalized Demos

Build custom demo environments that mirror each account's brand, data, and workflows. Make it feel like the product was built just for them.

Tactical Implementation:

  • Customize demo with their company branding
  • Use realistic data from their industry
  • Showcase integrations with their tools
  • Highlight features solving their specific pain points

Multi-Stakeholder Engagement

Enterprise deals require buy-in from multiple stakeholders. Create role-specific demo versions for each decision-maker.

Tactical Implementation:

  • Build executive-focused ROI demos
  • Create technical demos for engineers
  • Develop user-focused demos for end users
  • Share different demo versions with each stakeholder

Track Account Engagement

Monitor how target accounts interact with your demos. Use engagement data to guide your outreach and follow-up strategy.

Tactical Implementation:

  • Track which features each stakeholder views
  • Identify drop-off points and objections
  • Score accounts based on demo engagement
  • Time follow-ups based on viewing activity

Best Practices

  • 1
    Start with a small list of high-value target accounts
  • 2
    Involve sales, marketing, and product teams in demo creation
  • 3
    Update demos regularly with fresh, relevant content
  • 4
    Include customer success stories from similar companies
  • 5
    Offer live walkthrough sessions for high-priority accounts
  • 6
    Follow up within 24 hours of demo viewing activity

Ready to win more enterprise deals?

Start creating personalized demos that speak directly to your target accounts.

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