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5 steps to get account-based marketing right

Robert Norum, associate director at McDonald Butler believes ABM is the hottest three-letter acronym in B2B marketing at the moment. At B2B Marketing's Intech 2018 he explains why.

This feature has been written exclusively for our members. Membership is free and only takes five minutes to complete, giving you access to the following:

  • Dealing with long sales cycle: How to plan for the long haul.
  • Targeting: How to identify key contacts to target.
  • Understanding the prospect: How to get to grips with relationship structures.
  • Striking gold: How to find your most lucrative accounts.
  • Aligning: How to co-create with the sales team.