Season 8. Episode 2: ABM, ABX and AI: Jon Miller, CMO, Demandbase
CMO Insights
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The Struggles of Sales and Marketing Organizations With the Discipline of Focus
Most companies still think of an account based strategy as like something that they add on or something that they do. And I think a much better way to think about it is that your go to market is a spectrum and you're going to have some accounts that are really high potential, really valuable but should get a fair amount of attention. You know, so put simply, if it's something that you're trying to add on to everything else you're doing, it's going to seem really hard, right? If it's just the lens you apply to the things that you are doing, you know, to work smarter, it's suddenly not so difficult.
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