75. From ABM to ABX
Let’s talk ABM
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Navigating Account-Based Strategies
This chapter explores the collaboration between marketing and sales teams in optimizing account selection strategies within account-based marketing (ABM) and experience (ABX). It highlights the significance of the stage one opportunity and the innovative methodologies for targeting the most impactful accounts, including the FIRE score model. The discussion emphasizes the need for a coordinated approach to align marketing efforts with business goals while addressing the challenges of measuring success across different regions.
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