• Andy Bacon

One of the most important challenges you’ll have to face when developing your ABM programme is the ability to focus your efforts on the right accounts, and map out the key players and information about these accounts in a way that helped you begin your journeys on each account. Eventually, a supercomputer will be telling you which accounts deserve special attention, but in the meantime, there are an array of less sophisticated, but still very effective, ways to pinpoint your best opportunities
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