Everyone approaches sales in a different way. Some people simply use the customers they have, and work to develop them more fully. Others treat everything that comes in the door (or over the phone or via email) as the same worth, and hope to convert them into the sold column. But there’s another way to think about the sales funnel and about customers, and that’s account-based marketing.
Account-based marketing takes a different approach, and challenges you to go after the customers you want, to intensely identify and then network, to help convert them. This technique argues that this business to business method can be a great way not just to net a “sold” but to gain a relationship, which can be worth more solidity and potential in the end. But how do you put account-based marketing into practice, and how might it pay off for you? The graphic below offers some good explanations:
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