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Why Analytics is a Must in Account-Based Marketing
How do you formulate an Account-Based Marketing (ABM) strategy? How do you decide which accounts to target? And what is the role of analytics in ABM planning? That is the topic of this episode of the Modern Marketing Engine podcast with my guest, Chris Rack, President at PureB2B. PureB2B leverages a database of B2B decision-makers in combination with their predictive analytics technology, to provide a full suite of solutions that help their clients meet their specific B2B demand generation sales and marketing revenue goals. Listen to this episode to learn how to plan a successful ABM strategy. Building Your ABM List Who is responsible for creating the ABM list? Marketing or sales? Chris says it should be a very collaborative approach, “taking a data approach and combining thought and feedback from both leaders, frontline sellers, sales leaders and front line marketers to come up with a real collaborative list.” Marketing must go through a process of digital marketing transformation to rely on data and analyti