978: How To Pick Better Customers Without Leads
A former CEO of our guest once said, “Get me as many leads as you can; I’ll let the sales team figure it out.”
But what if those leads are mostly not interested? Time and resources could've been saved following up on smaller, more precise audiences instead. So, what led to this obsession with leads and why is it time for us to let go?
Justin Keller, VP of marketing at Terminus, discusses how to throw out lead generation in favor of ABM strategies.
Justin covers:
Understanding leads and their place in the sales journey
Coordination & cooperation w/ sales, marketing, and customer success…
The skinny
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