A well-devised ABM strategy can help you craft the right approach
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3 Tips for Getting Past B-to-B Cold Calls and Lifting Sales With Account-Based Marketing

Getty Images/iStock Photo. I receive multiple pitches a day.

For example, on Monday, my cellphone rang at 8:15 a.m. It was a sales rep at a financial firm looking to help me "manage my wealth.

" They're accessing my profile through public records and then calling me. It's unwelcome, and it's as cold as it gets.

Needless to say, I didn't answer. In fact, the rapid growth in phone scammers and phishing attempts has driven most people away from answering calls.

But this doesn't spell doom for direct sales. It just means sales needs to get smarter about how to engage prospects.

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