# What Is Account\-Based Marketing and How Can You Leverage It? \| Ep\. \#164

**URL:** https://www.singlegrain.com/episodes/marketing-school/what-is-account-based-marketing-and-how-can-you-leverage-it-ep-164/  
**Published:** 2017-01-11  
**Updated:** 2017-12-06  
**Author:** Selena Templeton  
**Summary:** In Episode \#164, Eric and Neil discuss what account\-based marketing is and how to leverage it\. Account\-based marketing is a new term for an old, tried and true practice for\.\.\.  

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In Episode #164, Eric and Neil discuss what account-based marketing is and how to leverage it. Account-based marketing is a new term for an old, tried and true practice for marketers. Tune in to find out more about account-based marketing and the leads that deserve your attention.

### Time Stamped Show Notes:

- 00:27 – Today’s topic: _What Account-Based Marketing Is and How You Can Leverage It_
- 00:36 – Account-based marketing makes you identify ideal prospects ahead of time
- 01:15 – Have an inbound SDR to look at the exact leads
- 01:33 – [Infer](https://www.infer.com/) is a software solution that can help determine which leads are your most valuable leads 
    - 02:54 – You can spend your marketing effort towards responding and entertaining leads
    - 03:16 – The cost of [Infer](https://www.infer.com/) depends on your size
- 03:24 – Lead forms work with 15-16 questions spread over a few pages
- 04:06 – Apple Market Fetch works for people who use Slack and it can scrape the web to find qualified leads
- 04:44 – [Clearbit](https://clearbit.com/) will show you information of people in your list
- 05:12 – [Funnelholic](http://www.funnelholic.com/)’s experience with account-based marketing
- 05:44 – You don’t need quantity to make money—you need qualified leads
- 06:24 – That’s it for today’s episode!

### 3 Key Points:

1. Account-based marketing is becoming more common, even though it’s been around for years.
2. Start with 2 questions on your lead form, then gradually ask more detailed questions to get people to respond.
3. Focus on QUALITY leads—not the number of leads.

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