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Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that’s what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

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Adventures in Account-Based Marketing

I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. The hypothesis was that if all of our time, energy, and money was spent on a focused sales and marketing effort to convert a list of target enterprise accounts, we could grow our average sales price (ASP) - without breaking the bank.

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