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‘Sell smart’ is the mantra today among business to business marketing and sales professionals. From the time of launching an all out attack on every single name one could gather in their database, b2b marketing and sales has evolved int to a more careful, well thought out and strategic approach based on qualifying prospects before engaging them. Knowing all you can about your target customers is an essential part of this evolution and has become even more relevant in case of the complex sale or selling to large companies.
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