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Account-Based Sales

How We Transitioned To A Contact-Based Workflow

Implementing an Account-centric approach isn’t easy. If your marketing team has been hard at work generating Marketing Qualified Leads (MQLs) and your sales team has become accustomed to following up on those Leads with a consistent cadence, then a shift to Account-based marketing requires making wholesale changes to how your sales and marketing teams target, work, and track success. On top of that, it necessitates a cultural shift across your organization, from top to bottom. Here’s our story.

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