From spray-and-pray to a laser-like focus: The B2B sales choices

For startups, lead-based outreach offers speed and wider reach, spreading brand awareness and generating many leads quickly. Established businesses benefit from the focused approach of account-based marketing (ABM), targeting high-value accounts for better-quality leads and cost savings.  Both approaches have their merits and are used by businesses based on their specific marketing objectives and target audience. Combining both strategies can yield even more efficient outcomes. Their success depends on effective implementation, backed by thorough market research and analysis.