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The two of us have been using account-based Sales strategies for years, and we talk through how Sales teams—SDRs and Sales leaders alike—can prioritize prospects to reach their best accounts and achieve their revenue goals.
The most critical piece in your marketing strategy is selecting the right accounts. In traditional demand gen, you start with the WHAT. But in ABM, you start with the WHO. And that makes all the difference.
What Marketing and Sales teams need is one, single solution that delivers AND not OR. By this, I mean a no-compromise solution that combines the engageability of inbound marketing AND the precision and targeting of ABM.