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ABM: Three steps to building customer relationships

Find and connect with relevant buying team contacts at your target accounts
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ABM is fundamentally about building relationships with key people at target accounts.

The more complete your contact data is, the better prepared you will be to act when an account is ready to buy.

The first step is to identify key buyer and influencer roles by title, function and buyer's journey stage. Then you conduct an audit of your database to identify and fill gaps and add contacts that are missing against your target buyer titles, roles or functions.

The next step is to get them engage with you.

Download this e-book and learn how to:

  • Map account data contacts to buying teams based on observed behavior

  • Deepen engagement by addressing buyer concerns

  • Close data gaps with a 3-pronged data strategy

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