Three time author and two time unicorn king Max Altshuler has perfected the art and science of finding customers who are ready to buy. The reason it’s not all science is because account sourcing requires finding the middle ground between data and gut instinct. Max has played a key role building demand and nurturing leads…

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Seventy percent of B2B buyers wait until after they have defined their needs before engaging a salesperson. By that time, most buyers have established a preferred vendor relationships as well, which is why getting in front of the right crowd to build relationships with prospects early and often is so important. B2B buyers avoid sellers…

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