Pursuit Marketing, is a less prominent, hyper-focused technique used to develop critical understanding of and rapport with decision makers. The essence of making Pursuit Marketing work is the leverage of combined marketing and sales insight to create highly targeted marketing plans. We are beginning to hear clients talk about Pursuit Marketing and how they can incorporate it into the ABM sales and marketing mix. If your organization does not yet have a mature ABM capability, you may not be ready for Pursuit Marketing yet. However, the first step is understanding what it is and how it helps win large and strategic deals.
Read an interview here how CSC, the large technology integrator, is establishing a Pursuit Marketing Practice to support it global sales teams. Pursuit Marketing Interview