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564. Four Dimensions of Account Selection
Description
If you only had to sell to one account, what would that account look like?
In a world where account based marketing is key, Matt Amundson, VP of sales and marketing at EverString, has developed a way for businesses to find the best accounts for them with even greater precision.
Matt presented the acronym FIRE, which encompasses four dimensions of account selection:
F: Fit (is the company a good fit?)
I: Intent (are they active in your market?)
R: Relationship (do you already have a relationship with individuals at the company?)
E: Engagement (what interactions are you having with them?)
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