The rise of Peer-to-peer ABM
FEBRUARY 18, 2022
It means that Sales (and I’ll come to peer-to-peer shortly) need to be there in the places where the Customer or Prospect ‘hang out’. It built strong relationships between Sales and the customer. That model is now confined to the same historical pantheon as Betamax, cassette tapes, and shiny business pens. Today’s buyer is informed.