A B M Strategy - What Are the Pain Points?

Wright: Companies that have adopted an a b m programme are struggling to get it to work. He says the problem is that they kind of go all in on a couple a huge set of accounts, and then you're solely dependent on whether your salesteam can sell into those hundred accounts during that period of time. And so his feeling always is, build demand, one to many demand models. Wright: I'm sure we'll learn a lot from you. Yewokme, you need to help mes. Somebodyan help me cold.