Account Selection: How To Win Before You Start

February 18, 2020August 24, 2022 Admin Abm, Account based marketing, B2B Marketing, theabm

The first step in any account based go-to-market program is to create a target account list. Whether based on a formal Ideal Customer Profile (ICP) or not, the target account list represents an organization’s definition of the best accounts and those most likely to become customers. But in reality, marketers really only communicate with a subset of the account list at any one time, and even struggle to cover the full list over the course of a year. Read More

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