Cost per Lead Exact PointClear Prospecting 
Pointclear
JANUARY 13, 2017
The deck outlines the 5 steps you need to apply the super-targeted approach to reaching out to prospects that is ABM: Identify Targets and Target Roles. To avoid a scattershot approach to marketing (the antithesis of ABM) figure out the ideal prospect/client profile. You need to measure which leads are rejected and why.
Pointclear
JULY 17, 2012
It's harder for a rep to reframe how that customer is thinking about a solution at that point in their purchase process, so reps opt to just fulfill ‘orders’ from those prospects and might end up leaving a lot of money on the table. This is not an anomaly. What you learn will probably surprise you.
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