Account-based revenue is a concept as old as outbound sales. The names have varied—whale hunting, selling to big companies, target account sales, and so on—but the desire has always been the same:
Get strategic on big accounts.Win the opportunities that matter. And once we’ve landed, grow the account.
2016 was the year that strategic outbound and account-based approaches stepped out from behind the inbound shadow. Over the last 3+ years, the thinking, the tools, and the tactics have...
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