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The 80/20 Rule in Account-Based Marketing.

The 80/20 rule is nothing new for B2B marketers. By now, you have probably heard many variations of the 80/20 rule. Whether it be 80% of your results come from 20% of your effort, or 80% of sales come from 20% of your products or your top 20% of accounts represent 80% of your profit. Vilfredo Pareto, the Italian economist who coined this rule,...

COVID-19

Written from confinement in Paris, France By Nick Heys, March 19th, 2020. The COVID-19 pandemic has derailed lives around the world. When this is all over, the world will be a very different place. Today, B2B marketers and sales professionals are facing an unprecedented challenge. Last week, I talked with...