3 reasons why Storytelling is so powerful in ABM – Account-Based Marketing
Posted: Sat Apr 05, 2025 10:19 am
Storytelling is a powerful business tool. After all, stories guide and enrich our personal lives every day in many ways: in the learning we pass on to our children, in the laughter we have with friends, in the fantastic script that makes us binge-watch our favorite series. It is the great stories that truly make us richer.
In Account-Based Marketing (ABM) , storytelling is also important and deserves attention from Marketing and Sales teams. This is because, first of all, people make decisions based on emotion. Only then do they rely on logic and reason. Human beings spend four hours a day IMAGINING. That is 17% of their life spent essentially transitioning between emotion and situation.
Let's start by remembering the definition of Account-Based Marketing:
Coordinated and personalized approach across multiple areas, typically Sales, Marketing and Customer Success), to acquire and grow a defined number of named and targeted accounts.
David Sill – PC Helps Support, Inc.
How to use Storytelling in Account-Based Marketing
1. Shared vision serves the different personas of your lead or customer
ABM strategy, by definition, aims to include multiple roles whatsapp data personas in an ideal, targeted account. Given that the average B2B decision-making group includes more than six buyers (according to CEB ), account-based marketing efforts need to take this into account. All of these personalized messages need to come together in a vision that unites all stakeholders—and their individual agendas.
The vehicle of vision is story. To fail to present a common vision is to risk being commoditized or missing the opportunity altogether.
2. Good storytelling will be shared and will not depend on you to tell it.
Salespeople know all too well how difficult it is to instigate momentum within a sales (or renewal) cycle, especially when the account is a bad fit or not focused on your ICP .
The truth is that most of the game happens without you.
It’s the conversations that happen behind the scenes, within the walls of Company X, the ones you often have no idea are happening, that set the tone for negotiations in complex B2B sales. In this reality, storytelling, a well-told story, can often save the day, being retold countless times in the target account.
3. A good story inspires and empowers your internal teams to coordinate efforts to win target accounts
Finally, solid ABM execution requires multiple internal teams to stay organized around the content and cadence of the outreach. Once the list of leads—target accounts, to be more precise—has been identified and expanded, again, storytelling will serve as the backbone for communications.
Something as common as disconnected messages from your marketing, sales and customer service can confuse your target contact and destroy their perception of your offer.
If you need help with your Account-Based Marketing strategies or want to quickly find potential customers in the market, count on us . Intexfy has 20 MILLION qualified leads and is ready to help your company reach its goals.
In Account-Based Marketing (ABM) , storytelling is also important and deserves attention from Marketing and Sales teams. This is because, first of all, people make decisions based on emotion. Only then do they rely on logic and reason. Human beings spend four hours a day IMAGINING. That is 17% of their life spent essentially transitioning between emotion and situation.
Let's start by remembering the definition of Account-Based Marketing:
Coordinated and personalized approach across multiple areas, typically Sales, Marketing and Customer Success), to acquire and grow a defined number of named and targeted accounts.
David Sill – PC Helps Support, Inc.
How to use Storytelling in Account-Based Marketing
1. Shared vision serves the different personas of your lead or customer
ABM strategy, by definition, aims to include multiple roles whatsapp data personas in an ideal, targeted account. Given that the average B2B decision-making group includes more than six buyers (according to CEB ), account-based marketing efforts need to take this into account. All of these personalized messages need to come together in a vision that unites all stakeholders—and their individual agendas.
The vehicle of vision is story. To fail to present a common vision is to risk being commoditized or missing the opportunity altogether.
2. Good storytelling will be shared and will not depend on you to tell it.
Salespeople know all too well how difficult it is to instigate momentum within a sales (or renewal) cycle, especially when the account is a bad fit or not focused on your ICP .
The truth is that most of the game happens without you.
It’s the conversations that happen behind the scenes, within the walls of Company X, the ones you often have no idea are happening, that set the tone for negotiations in complex B2B sales. In this reality, storytelling, a well-told story, can often save the day, being retold countless times in the target account.
3. A good story inspires and empowers your internal teams to coordinate efforts to win target accounts
Finally, solid ABM execution requires multiple internal teams to stay organized around the content and cadence of the outreach. Once the list of leads—target accounts, to be more precise—has been identified and expanded, again, storytelling will serve as the backbone for communications.
Something as common as disconnected messages from your marketing, sales and customer service can confuse your target contact and destroy their perception of your offer.
If you need help with your Account-Based Marketing strategies or want to quickly find potential customers in the market, count on us . Intexfy has 20 MILLION qualified leads and is ready to help your company reach its goals.