Month: December 2016

Account Based Marketing (ABM) is a high-stakes b2b prospecting strategy. To win more accounts through ABM, we need to move to the prospect’s side of the table, to begin to really understand what they are looking for, how they are looking for it, and how they get...

Hey, I’ve got a great new business idea – let’s take our least experienced, lowest paid, least trained and barely empowered employees and make them our customer-facing personnel! Or, Since about 75% of the b2b consideration process takes place without our direct...