Account-Based Marketing can be critical to the success of winning new major clients or expanding your key accounts. But the very first step is the crucial one - researching the account.
Account Research enables the marketing team to deliver the right message, in the right language, to the right people in the account.
This whitepaper explains what the marketing team needs to know about the ABM account. It covers a variety of areas:
What you need to research.
Who should do it?
Why it is important.
How the sales and marketing teams need to work together.
....And much more.
We will also send you an example of a piece of research - so you can then see how the theory comes together with the practice.
Where do you want us to send it?
WHAT'S INSIDE?
Areas to research
We list all the key areas that you need to research.
Why to do it?
Why we refer to it as the corner pieces of your ABM strategy jigsaw.
Who should do it
Why it isn't who you think it should be - experience and business skills are key.
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