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 An archived version of this Briefing is available for playback. ITSMA members with online access may access the archived Briefing by clicking on the "Playback" button above. Nonmembers who purchase the Briefing will receive an email with a link to the archived replay.
In this online briefing, marketing veteran Jeff Sands shares the latest ITSMA research and his many years of acculumulated wisdom on the key issues in finding and keeping new customers. Issues covered include:
- Understand the processes your customers and prospects use to select their services and solutions providers
- Discover how your company defines a "new account"
- Allocate the marketing budget for new account/market penetration
- Pick the sales enablement tools that are most effective at supporting the new account acquisition process
- Develop messages and value propositions that will be heard and understood
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