“We’re chasing these accounts, and ONLY these accounts.”
“This is THE list.”
It can be hard when you’re moving from an industry focused strategy to an account focused strategy.
You’ve been trained to go after as many accounts as possible.
Why would you limit yourself to just THOSE accounts?
Ben Coffee was a guest on the B2B Growth Show recently, and he has made a career out of leading teams that do just that, and he came on the show recently to talk about:
i. What changes have taken place in the ABM landscape in the last 5 years.
ii. What it takes to move from an industry-focused strategy to an account-based one
iii. The single most critical thing you need when shifting your company’s direction
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James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).