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There has been a natural progression in marketing for 15 years from a quantity-based lead system to more of a focus on quality. This new focus on leads that are actually worth the sales team’s time is at the core of account-based marketing.

In this episode, Paul interviews Sangram Vajre (@sangramvajre), Co-Founder and CMO at Terminus, author of Account-Based Marketing for Dummies, and founder of the #FlipMyFunnel community.

Sangram covers the fundamental problem of going after the right accounts, how to navigate distrust between sales and marketing, and how to create content that isn’t just crossing its fingers.

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