When it comes to account-based marketing (ABM) today, data is the name of the game.
Admittedly, ABM is based on a time-tested, traditional sales strategy: identify and sell to prospects that match the needs and demographics of your best customers. An effective salesperson can easily target three to five significant accounts and build deep relationships without extensive data.
But to make ABM the centerpiece of your department’s sales efforts, you need to scale your process. And the key to scaling your ABM is your ability to manage your data, integrate with third-party data and identify the critical insights.