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January 09, 2018

Changing the Game in 2018: One Big Tip for Upping Your C-Level Strategy

Seeking: Female financial services CFOs in the Southwest. Wanted: IT executives in Texas who love cricket. No, these aren’t match.com...

October 09, 2017

The Results Are In: ABM Strategy Is Paying Off

So many of our customers are launching and managing Account Based Marketing (ABM) programs these days. In fact, hardly a day goes by...

January 21, 2017

CSC’s “Pursuit Marketing” Journey: An Interview With Dorothea Gosling

Editor’s Note: In April 2017 CSC merged with HP Enterprise Services and the new company was rebranded as DXC Technology. Gosling now...

June 02, 2016

C-Suite Selling: Where Predictive Analytics Fall Short

As marketers and sales pros, we find irresistible the promise that technology tools will make our jobs easier and help us win more...

April 12, 2016

Are You a Box Checker? Why a Key Account List is Just the First Step of Your ABM Journey

Here’s a sad but true tale of missed ABM opportunity. A Fortune 100 company spends months of man-hours—and invests in various data...

December 02, 2015

Account-Based Marketing: The Top Five Reasons Why It Fails

Sales and marketing leaders from companies across a variety of industries tell us that account-based-marketing (ABM) programs are...

September 11, 2010

Case Study: Best Practices in Account Based Marketing

Earlier this year, a Fortune 100 technology company presented us with a challenge: deliver in-depth profiles of 100 customer executives...