Account Based Marketing: Good idea but here’s the bad news…

Perception is reality, and the reality is flawed.

The fact is sales leaders often make their sales team member’s lives harder by the decisions (or lack of) that they make when it comes to where to focus sales efforts.

I began my career as a dial-for-numbers sales rep who was managed and rewarded for making as many calls in one day as possible. It was obvious to me then (a few years back) and it remains as such, cranking out calls on a numbers based reward system is one of the hardest jobs on the planet.

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