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. https://www.regalix.com/insights/why-lead-management-in-abm-is-a-completely-different-beast
blog article
WHY LEAD MANAGEMENT IN ABM IS A COMPLETELY DIFFERENT BEAST
Lead management is a fairly codified process. To be efficient, companies rely on the steps involved to be the same every time: attract customer interest, contact the interested party, collect and distribute information from the response and pass the lead on to the sales department. However, this cookie-cutter approach doesn’t work for every case. Specifically, account-based marketing (ABM) requires a different methodology for success because its needs are different. You don’t need to completely reinvent the wheel for lead management for ABM, but you should pay attention to its unique requirements. READ MORE