{"id":6027,"date":"2025-07-31T11:48:51","date_gmt":"2025-07-31T14:48:51","guid":{"rendered":"https:\/\/verocontents.com.br\/?p=6027"},"modified":"2025-07-31T11:49:57","modified_gmt":"2025-07-31T14:49:57","slug":"account-based-marketing-the-complete-step-by-step","status":"publish","type":"post","link":"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/","title":{"rendered":"Account-Based Marketing: The complete step-by-step guide to applying it to your B2B strategy"},"content":{"rendered":"<p>Imagine a marketing approach where, instead of talking to a crowd, you handpick those who actually want to hear what you have to say. That&#039;s the essence of <strong>Account-Based Marketing (ABM)<\/strong>: a B2B strategy focused on specific accounts, highly customizable and, above all, oriented towards real results.<\/p>\n<p>If you need to generate more qualified leads and still manage a lean team, ABM could definitely be the strategic solution you&#039;ve been looking for.<\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_81 counter-hierarchy ez-toc-counter ez-toc-black ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Index<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewbox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewbox=\"0 0 24 24\" version=\"1.2\" baseprofile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#O_que_e_Account-Based_Marketing_ABM\" >What is Account-Based Marketing (ABM)?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Por_que_o_ABM_e_ideal_para_empresas_B2B\" >Why is ABM ideal for B2B companies?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#ABM_x_Inbound_Marketing_adversarios_ou_aliados\" >ABM vs. Inbound Marketing: Adversaries or Allies?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Quando_faz_sentido_adotar_o_ABM\" >When does it make sense to adopt ABM?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#O_passo_a_passo_para_aplicar_o_ABM_na_sua_empresa\" >The step-by-step guide to applying ABM to your company<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Escolha_e_segmentacao_das_contas-alvo\" >Choosing and segmenting target accounts<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Alinhamento_entre_marketing_e_vendas\" >Alignment between marketing and sales<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Personalizacao_das_campanhas\" >Campaign personalization<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Criacao_e_distribuicao_de_conteudo_estrategico\" >Creation and distribution of strategic content<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Monitoramento_analise_e_otimizacao\" >Monitoring, analysis and optimization<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Ferramentas_que_ajudam_a_escalar_o_ABM\" >Tools that help scale ABM<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Resultados_que_voce_pode_esperar_com_o_ABM\" >Results you can expect with ABM<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Como_aplicar_o_ABM_com_orcamentos_limitados\" >How to Apply ABM with Limited Budgets<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#A_experiencia_da_Vero_Contents_com_estrategias_de_ABM\" >Vero Contents&#039; experience with ABM strategies<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#Conclusao\" >Conclusion<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#FAQ_%E2%80%93_Perguntas-chave_sobre_ABM\" >FAQ \u2013 Key Questions about ABM<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#1_O_que_e_Account-Based_Marketing\" >1. What is Account-Based Marketing?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#2_ABM_substitui_o_inbound_marketing\" >2. Does ABM replace inbound marketing?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#3_Como_comecar_a_aplicar_ABM\" >3. How to start applying ABM?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-20\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#4_ABM_funciona_com_orcamento_pequeno\" >4. Does ABM work on a small budget?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-21\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/#5_Quais_resultados_posso_esperar_com_ABM\" >5. What results can I expect with ABM?<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"O_que_e_Account-Based_Marketing_ABM\"><\/span>What is Account-Based Marketing (ABM)?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>Account-Based Marketing<\/strong> is an approach that treats each account (company) as a market in itself. Thus, instead of creating generic campaigns to reach a broad audience, the focus is on identifying key accounts, personalizing messages for these companies, and aligning marketing and sales to close more relevant deals.<\/p>\n<blockquote><p><strong><em>\u201cAccount-Based Marketing is like a private conversation with the people who really matter.\u201d<\/em><\/strong><\/p><\/blockquote>\n<p>This technique has grown a lot in <a href=\"https:\/\/verocontents.com.br\/en\/blog\/how-to-do-b2b-digital-marketing-2\/\">B2B marketing<\/a>, especially because it allows:<\/p>\n<ul>\n<li>Reduce the sales cycle;<\/li>\n<li>Increase the average ticket per account;<\/li>\n<li>Improve ROI;<\/li>\n<li>Enhance synergy between marketing and sales;<\/li>\n<li>Prioritize quality over quantity of leads;<\/li>\n<li>Strengthen relationships with high-level stakeholders.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Por_que_o_ABM_e_ideal_para_empresas_B2B\"><\/span>Why is ABM ideal for B2B companies?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>B2B companies, especially mid-sized ones, have a longer sales cycle, more decision-makers involved, and need to justify each investment. Therefore, ABM fits perfectly into this context because:<\/p>\n<ul>\n<li>Focus on <strong>high-value accounts<\/strong> that represent a large part of the potential revenue;<\/li>\n<li>Personalizes the buyer experience based on the account&#039;s real challenges and needs;<\/li>\n<li>Reduces waste with leads that don&#039;t fit and prioritizes the effectiveness of each action.<\/li>\n<\/ul>\n<p>Furthermore, ABM allows you to segment and work in depth on specific challenges in sectors such as healthcare, technology, education, and industry\u2014all of which involve more complex decisions and multiple stakeholders.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"ABM_x_Inbound_Marketing_adversarios_ou_aliados\"><\/span>ABM vs. Inbound Marketing: Adversaries or Allies?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Many people view ABM as the opposite of inbound marketing. Quite the opposite. Above all, they work even better when combined.<\/p>\n<p>Inbound marketing helps attract, educate, and engage a wider audience, building authority and generating demand. However, ABM comes later, directing efforts to truly valuable accounts, with highly personalized actions and a direct focus on conversion.<\/p>\n<blockquote><p><strong><em>\u201cInbound attracts. ABM conquers.\u201d<\/em><\/strong><\/p><\/blockquote>\n<p>This combination is what we call an hourglass funnel, where the top is open with inbound, but the bottom of the funnel is narrowed and targeted with the precision of ABM.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Quando_faz_sentido_adotar_o_ABM\"><\/span>When does it make sense to adopt ABM?<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>ABM is indicated when:<\/p>\n<ul>\n<li>You have a complex sales cycle with multiple decision makers;<\/li>\n<li>Deals with decision-makers at different levels and sectors of the company;<\/li>\n<li>Works with high-ticket and consultative sales that involve multiple contacts;<\/li>\n<li>Need to prove results to management with clear and predictable KPIs;<\/li>\n<li>You have a small marketing team and need to optimize your efforts.<\/li>\n<\/ul>\n<p>Additionally, ABM is great when your company already has a list of dream accounts (<em>dream accounts<\/em>) or when your total addressable market is restricted.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"O_passo_a_passo_para_aplicar_o_ABM_na_sua_empresa\"><\/span>The step-by-step guide to applying ABM to your company<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3><span class=\"ez-toc-section\" id=\"Escolha_e_segmentacao_das_contas-alvo\"><\/span>Choosing and segmenting target accounts<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>The first step is to identify the ideal companies for your solution. This way, you don&#039;t have to start shooting in all directions.<\/p>\n<ul>\n<li>Analyze your current base and identify customers with better <a href=\"https:\/\/verocontents.com.br\/en\/blog\/lifetime-value-learn-what-it-is-and-how-to-calculate-it-2\/\">Lifetime Value<\/a> (LTV), lower churn and greater expansion potential;<\/li>\n<li>Use criteria such as industry, size, location, digital maturity, technology stack, and purchasing cycle;<\/li>\n<li>Map decision-makers within these companies: who influences, who approves, and who executes.<\/li>\n<\/ul>\n<p>You can adopt approaches:<\/p>\n<ul>\n<li>One-to-one: fully customized campaigns for a specific account;<\/li>\n<li>One-to-few: campaigns for a group of accounts with a similar profile;<\/li>\n<li>One-to-many: broader campaigns, but still segmented and contextualized by segment or ICP.<\/li>\n<\/ul>\n<blockquote><p><strong><em>\u201cABM starts with a smart selection of accounts that really have the potential to close.\u201d<\/em><\/strong><\/p><\/blockquote>\n<h3><span class=\"ez-toc-section\" id=\"Alinhamento_entre_marketing_e_vendas\"><\/span>Alignment between marketing and sales<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>ABM without alignment is like a team playing on opposing sides. In this sense, marketing and sales need to work together, from account selection to closing.<\/p>\n<ul>\n<li>Create joint SLAs (service level agreements);<\/li>\n<li>Set shared goals, such as scheduled meetings or number of interactions with decision makers;<\/li>\n<li>Integrate marketing and CRM tools to view progress by account;<\/li>\n<li>Promote constant feedback between teams.<\/li>\n<\/ul>\n<p>A successful ABM is born from collaboration and transparency between <a href=\"https:\/\/verocontents.com.br\/en\/blog\/inverted-funnel-how-marketing-and-sales-can-make-a-difference\/\">marketing and sales<\/a>.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Personalizacao_das_campanhas\"><\/span>Campaign personalization<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Personalization is the heart of ABM. So, no generic emails or <em>cold calls<\/em>.<\/p>\n<ul>\n<li>Create messages adapted to the segment and the decision-maker&#039;s moment;<\/li>\n<li>Use industry language, specific challenges and real opportunities;<\/li>\n<li>Include industry data and benchmarks where possible;<\/li>\n<li>Repurpose landing pages, emails, LinkedIn messages, webinars, and sales presentations.<\/li>\n<\/ul>\n<p>So, the goal is for each decision-maker to feel that you truly understand their context \u2014 and offer a tailored solution.<\/p>\n<h3><span class=\"ez-toc-section\" id=\"Criacao_e_distribuicao_de_conteudo_estrategico\"><\/span>Creation and distribution of strategic content<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Now it&#039;s time to nurture these accounts with valuable information \u2014 with content designed for each stage of the journey.<\/p>\n<ul>\n<li>Customized whitepapers on industry challenges;<\/li>\n<li>Case studies that mirror the target account&#039;s (or even competitor&#039;s) industry;<\/li>\n<li>Private webinars or segmented clusters with hyper-relevant topics;<\/li>\n<li>Email sequences with strategic insights and provocations;<\/li>\n<li>Personalized videos with the decision maker&#039;s name and company reference.<\/li>\n<\/ul>\n<blockquote><p><strong><em>&quot;ABM isn&#039;t about volume, it&#039;s about relevance. Well-targeted content is more powerful than 100 generic emails.&quot;<\/em><\/strong><\/p><\/blockquote>\n<h3><span class=\"ez-toc-section\" id=\"Monitoramento_analise_e_otimizacao\"><\/span>Monitoring, analysis and optimization<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>ABM is a living strategy, so you need to monitor account progress and adjust your course.<\/p>\n<ul>\n<li>Monitor content interactions, email opens, page views, and LinkedIn engagement;<\/li>\n<li>Use account scoring instead of lead scoring;<\/li>\n<li>Track metrics such as progress by stage, number of meetings scheduled, and marketing influence on the sales cycle;<\/li>\n<li>Make tactical adjustments based on intent signals, behaviors, and partial conversions.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Ferramentas_que_ajudam_a_escalar_o_ABM\"><\/span>Tools that help scale ABM<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Even with a limited budget, some tools help organize and accelerate ABM:<\/p>\n<ul>\n<li>LinkedIn Sales Navigator \u2013 for mapping and insights into decision makers;<\/li>\n<li>Mautic or <a href=\"https:\/\/verocontents.com.br\/en\/blog\/how-to-boost-your-digital-marketing-with-rd-station-marketing-2\/\">RD Station<\/a> \u2013 for automating personalized campaigns;<\/li>\n<li>HubSpot, Pipedrive, or RD CRM \u2013 for account management, not just lead management;<\/li>\n<li>Clearbit, Apollo, or Kaspr \u2013 for data enrichment and real-time insights;<\/li>\n<li>Clarity, Hotjar, and GA4 \u2013 for website behavior and intent.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Resultados_que_voce_pode_esperar_com_o_ABM\"><\/span>Results you can expect with ABM<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<ul>\n<li>More focus and less waste;<\/li>\n<li>Leads that really fit with your service;<\/li>\n<li>Alignment between marketing and sales as a single team;<\/li>\n<li>Shorter and more predictable sales cycle;<\/li>\n<li>Higher, measurable and justifiable ROI for the board;<\/li>\n<li>Deeper relationships with key accounts.<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Como_aplicar_o_ABM_com_orcamentos_limitados\"><\/span>How to Apply ABM with Limited Budgets<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>Yes, it&#039;s possible to do ABM even with a limited budget. So, here&#039;s a lean model to get you started:<\/p>\n<ul>\n<li>Choose 10 target accounts (<em>One to few<\/em>);<\/li>\n<li>Create a custom eBook for these accounts;<\/li>\n<li>Use LinkedIn and email for direct outreach and nurturing;<\/li>\n<li>Automate follow-ups with relevant content;<\/li>\n<li>Measure everything with CRM and free tools (like GA4, Clarity and <a href=\"https:\/\/verocontents.com.br\/en\/blog\/google-data-studio-what-and-how-to-use\/\">Looker Studio<\/a>).<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"A_experiencia_da_Vero_Contents_com_estrategias_de_ABM\"><\/span>Vero Contents&#039; experience with ABM strategies<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>At Vero Contents, we use ABM to attract strategic accounts in the technology, healthcare, and education sectors. As a result, we&#039;ve already seen an increase in <strong>40% in qualified leads<\/strong>, with a leaner and more predictable funnel.<\/p>\n<p>In this sense, we adapt content, offer exclusive access to materials and use automation with the <a href=\"https:\/\/verocontents.com.br\/en\/blog\/what-is-mautic\/\">Mautic<\/a> Integrated with CRM to personalize approaches. As a result, we&#039;re able to create stronger, more predictable, and more profitable relationships for our customers and partners.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Conclusao\"><\/span>Conclusion<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>ABM is much more than a trend: it&#039;s a natural evolution of B2B marketing for companies that want predictability, focus, and ROI. Therefore, by applying the steps we&#039;ve outlined here, you&#039;ll stop chasing cold leads and start connecting with decision-makers who truly make a difference for your business.<\/p>\n<p>Above all, when implemented well, ABM becomes a competitive differentiator capable of generating tangible, sustainable results aligned with the company&#039;s growth objectives.<\/p>\n<p>If you want to apply ABM with intelligence, agility, and a focus on results, Vero Contents can help. We create customized strategies to attract and convert strategic B2B accounts with valuable content, tailored automation, and true alignment with the sales team.<\/p>\n<p><a href=\"https:\/\/verocontents.com.br\/en\/talk-to-an-expert\/\">Speak to a Vero Contents expert<\/a> and discover how we can accelerate your results with inbound marketing and Account-Based Marketing.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"FAQ_%E2%80%93_Perguntas-chave_sobre_ABM\"><\/span>FAQ \u2013 Key Questions about ABM<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3><span class=\"ez-toc-section\" id=\"1_O_que_e_Account-Based_Marketing\"><\/span>1. What is Account-Based Marketing?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>It is a B2B strategy that treats each account (company) as an individual market, with personalized campaigns and a total focus on ROI.<\/p>\n<hr \/>\n<h3><span class=\"ez-toc-section\" id=\"2_ABM_substitui_o_inbound_marketing\"><\/span>2. Does ABM replace inbound marketing?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>No. They are complementary. Inbound attracts, ABM targets and converts.<\/p>\n<hr \/>\n<h3><span class=\"ez-toc-section\" id=\"3_Como_comecar_a_aplicar_ABM\"><\/span>3. How to start applying ABM?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Choose target accounts, align marketing and sales, customize campaigns, and measure results.<\/p>\n<hr \/>\n<h3><span class=\"ez-toc-section\" id=\"4_ABM_funciona_com_orcamento_pequeno\"><\/span>4. Does ABM work on a small budget?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>Yes! Start small, with a few accounts, and use free tools.<\/p>\n<hr \/>\n<h3><span class=\"ez-toc-section\" id=\"5_Quais_resultados_posso_esperar_com_ABM\"><\/span>5. What results can I expect with ABM?<span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>More focus, less waste, better alignment with sales, and a higher ROI.<\/p>\n<hr \/>\n<p>Image: <a href=\"https:\/\/br.freepik.com\/vetores-gratis\/empregado-trabalhando-em-ilustracao-em-vetor-plana-escritorio-interior-no-local-de-trabalho_12953779.htm\">Freepik<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Imagine a marketing approach where, instead of talking to a crowd, you handpick those who actually want to hear what you have to say. This is the essence of Account-Based Marketing (ABM): a B2B strategy focused on<\/p>","protected":false},"author":1,"featured_media":6029,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[15],"tags":[413,153,21,369,52],"class_list":["post-6027","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-e-vendas","tag-account-based-marketing","tag-b2b","tag-inbound-marketing","tag-marketing","tag-roi"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v26.9 (Yoast SEO v27.0) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Account-Based Marketing: Guia Completo no B2B - Vero Contents<\/title>\n<meta name=\"description\" content=\"Descubra como aplicar o Account-Based Marketing (ABM) na sua estrat\u00e9gia B2B com um passo a passo completo e dicas pr\u00e1ticas.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Account-Based Marketing: O passo a passo completo para aplicar na sua estrat\u00e9gia B2B\" \/>\n<meta property=\"og:description\" content=\"Descubra como aplicar o Account-Based Marketing (ABM) na sua estrat\u00e9gia B2B com um passo a passo completo e dicas pr\u00e1ticas.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/verocontents.com.br\/en\/blog\/account-based-marketing-the-complete-step-by-step\/\" \/>\n<meta property=\"og:site_name\" content=\"Vero Contents\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/verocontents\/\" \/>\n<meta property=\"article:published_time\" content=\"2025-07-31T14:48:51+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-07-31T14:49:57+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/verocontents.com.br\/wp-content\/uploads\/2025\/07\/Account-Based-Marketing-O-passo-a-passo-completo-para-aplicar-na-sua-estrategia-B2B.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"750\" \/>\n\t<meta property=\"og:image:height\" content=\"350\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Marcel Castilho\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@marcelcast\" \/>\n<meta name=\"twitter:site\" content=\"@marcelcast\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Marcel Castilho\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"9 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/verocontents.com.br\/blog\/account-based-marketing-o-passo-a-passo-completo\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/verocontents.com.br\/blog\/account-based-marketing-o-passo-a-passo-completo\/\"},\"author\":{\"name\":\"Marcel Castilho\",\"@id\":\"https:\/\/verocontents.com.br\/#\/schema\/person\/bd2c94994384cf33451ed8cd98b183a9\"},\"headline\":\"Account-Based Marketing: O passo a passo completo para aplicar na sua estrat\u00e9gia B2B\",\"datePublished\":\"2025-07-31T14:48:51+00:00\",\"dateModified\":\"2025-07-31T14:49:57+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/verocontents.com.br\/blog\/account-based-marketing-o-passo-a-passo-completo\/\"},\"wordCount\":1633,\"publisher\":{\"@id\":\"https:\/\/verocontents.com.br\/#organization\"},\"image\":{\"@id\":\"https:\/\/verocontents.com.br\/blog\/account-based-marketing-o-passo-a-passo-completo\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/verocontents.com.br\/wp-content\/uploads\/2025\/07\/Account-Based-Marketing-O-passo-a-passo-completo-para-aplicar-na-sua-estrategia-B2B.jpg\",\"keywords\":[\"account-based marketing\",\"B2B\",\"inbound marketing\",\"marketing\",\"ROI\"],\"articleSection\":[\"Marketing e Vendas\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/verocontents.com.br\/blog\/account-based-marketing-o-passo-a-passo-completo\/\",\"url\":\"https:\/\/verocontents.com.br\/blog\/account-based-marketing-o-passo-a-passo-completo\/\",\"name\":\"Account-Based Marketing: Guia Completo no B2B - 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