Research Brief

Maximizing Distributor Relationships

Strategic account management must change. At most firms, national accounts, national sales and marketing are going in different directions as centers of influence are shifting at distributor relationships. Account-based marketing provides a framework and process for aligning resources on accounts with long-term growth prospects, demonstrated demand for products and services, tightly aligned strategies and plans, and a shared path to sales.

Purchase this research to better understand:
  • How account-based engagement works.
  • Best practices for implementing account-based marketing.

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