Account Based Marketing
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Inbound Marketing and Account-Based Marketing Are Not Mutually Exclusive

Inbound Marketing and Account-Based Marketing Are Not Mutually Exclusive | Account Based Marketing | Scoop.it

Marketing is marketing. The basic fundamentals are as true today as they ever were. You must understand your audience – their hopes, their desires, their problems, and their fears.

BRYAN SOCRANSKY's insight:

"alignment with sales teams if done right" is one of the key benefit of Account-Based Marketing

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How to Enable a New Sales Channel - Sales Benchmark Index

How to Enable a New Sales Channel - Sales Benchmark Index | Account Based Marketing | Scoop.it
Ensure the success of a new sales channel by properly equipping the sales team. It's Sales Enablement's role to prepare all sales channels to sell.
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How to Craft Sales Pitches that Truly Challenge Prospective Buyers

How to Craft Sales Pitches that Truly Challenge Prospective Buyers | Account Based Marketing | Scoop.it
Welcome to the third post in our sales prospecting series based on the book The Challenger Sale by Matthew Dixon and Brent Adamson of the Corporate Executive Board. In the last post we shared ways that challenger reps

Via Anita Windisman
BRYAN SOCRANSKY's insight:

Sales pitches built around an unconsidered need outperform other types of pitches. i.e. Don't tell the customer what they already know. Add value & provide insight to differentiate from the competition.

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Will Commissioned Salespeople Soon Disappear?Switch & Shift

Will Commissioned Salespeople Soon Disappear?Switch & Shift | Account Based Marketing | Scoop.it
A new Forrester study predicts that of the 4.5 million B2B sales jobs in existence today, “one million jobs will be net displaced by 2020.” Are salespeople disappearing?

Via Ron McIntyre
BRYAN SOCRANSKY's insight:

A new Forrester study predicts that of the 4.5 million B2B sales jobs in existence today, “one million jobs will be net displaced by 2020.” Are salespeople disappearing?

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Ron McIntyre's curator insight, March 29, 2015 5:37 PM

Valid assumption given the nature of the market today but the role can be reinvented.  This will be critical topic for a minimum of the next 3 years, I don't think it is going to wait until 2020.