Sales CRM Terms

What is Account Mapping? (Explained With Examples)

What is Account Mapping? (Explained With Examples)

What is Account Mapping? (Explained With Examples)

Apr 24, 2024

Apr 24, 2024

Table of content
    Table of content
      What is Account Mapping? (Explained With Examples)


      What is Account Mapping? (Explained With Examples)

      Account mapping is a strategic process that helps businesses identify and understand their target customers more effectively. By mapping out key information about existing and potential customers, businesses can create targeted marketing and sales strategies to maximize their success. Account mapping is particularly useful in B2B (business-to-business) industries, where building strong relationships with key accounts is crucial to long-term success

      1°) What is Account Mapping?

      Account mapping is the process of visually representing important information about a specific customer or account. This information can include details such as the decision-makers within the organization, their roles and responsibilities, their pain points and challenges, and the current status of the relationship with the account. By organizing and analyzing this information, businesses can gain valuable insights that help them tailor their approach to the specific needs and goals of each account.

      What is Account Mapping?

      Account mapping goes beyond just gathering basic information about an account. It involves diving deep into the intricacies of the organization, understanding its structure, and identifying the key players who influence decision-making. This process requires thorough research and data collection to ensure accuracy and relevance.

      1.1 - Definition of Account Mapping

      In simple terms, account mapping is like creating a roadmap for effective customer engagement. It involves researching and collecting data about the target account and organizing it in a visual format. This can be done using tools such as CRM (customer relationship management) software or even simple Excel spreadsheets.

      The goal of account mapping is to gain a deep understanding of the account's structure and dynamics, enabling businesses to build strong relationships and deliver value in a personalized way. By mapping out the account, businesses can identify the key decision-makers, their pain points, and their goals, allowing for a more targeted and effective approach.

      1.2 - Advantages of Account Mapping

      Advantages of Account Mapping

      Account mapping offers several advantages for businesses:

      1. Improved targeting: By understanding the key decision-makers and their pain points, businesses can tailor their messaging and offerings to address specific needs, increasing the chances of success. Account mapping allows businesses to identify the right individuals to engage with and develop personalized strategies to win their trust and support.

      2. Enhanced relationship management: Account mapping helps businesses identify and prioritize relationships within an account, allowing them to allocate resources effectively and build stronger connections. By understanding the dynamics of an account, businesses can nurture relationships with key stakeholders and establish themselves as trusted partners.

      3. Increased cross-selling and upselling opportunities: With a comprehensive understanding of an account, businesses can identify opportunities to cross-sell or upsell additional products or services that align with the account's goals. Account mapping enables businesses to identify untapped potential within an account and capitalize on it, driving revenue growth.

      4. Better account retention: By proactively addressing the challenges and concerns of an account, businesses can strengthen the relationship and reduce the risk of customer churn. Account mapping allows businesses to anticipate and address potential issues, ensuring customer satisfaction and loyalty.

      1.3 - Disadvantages of Account Mapping

      While account mapping offers significant benefits, there are also potential disadvantages to consider:

      • Time-consuming: Account mapping requires extensive research and data collection, which can be time-consuming, especially for large accounts or when there is limited information available. Businesses need to invest resources and effort into gathering accurate and relevant data to ensure the effectiveness of the mapping process.

      • Dependency on accurate data: The effectiveness of account mapping relies on accurate and up-to-date information. If the data is incomplete or inaccurate, it may lead to flawed strategies and missed opportunities. Businesses must ensure that the data they use for account mapping is reliable and regularly updated.

      • Resistance from customers: Some customers may feel uncomfortable with the detailed analysis and question the purpose of collecting such information. Effective communication and transparency are essential to address any concerns. Businesses should clearly communicate the benefits of account mapping and assure customers that their data will be handled securely and used to enhance their experience.

      2°) Examples of Account Mapping

      Now let's explore some examples of account mapping in various contexts:

      2.1 - Example in a Startup Context

      In a startup context, account mapping can help identify potential investors and strategic partners. By understanding the preferences and objectives of these key stakeholders, startups can tailor their pitch and approach to increase the chances of securing funding or partnerships.

      For example, a fintech startup targeting venture capital firms could create an account map that includes information on the investment preferences of each firm, the decision-makers within the firm, and any existing relationships or connections that could be leveraged.

      This account map would provide valuable insights into the specific investment criteria of each venture capital firm, such as their preferred industry sectors, investment stage preferences, and geographic focus. It would also identify the key decision-makers within each firm, allowing the startup to personalize their pitch and establish direct communication channels with the right individuals. Additionally, the account map would highlight any existing relationships or connections that the startup may have with the venture capital firms, enabling them to leverage these connections for introductions or referrals.

      2.2 - Example in a Consulting Context

      In a consulting context, account mapping can be used to develop personalized solutions for clients. By understanding the client's organizational structure, pain points, and goals, consultants can tailor their recommendations and deliverables to address specific needs.

      For instance, a management consulting firm specializing in operational efficiency could create an account map that outlines the key stakeholders within the client's organization, their roles and responsibilities, and the areas of improvement identified during the initial assessment.

      This account map would provide a comprehensive overview of the client's organizational structure, including the different departments and their interdependencies. It would identify the key decision-makers and influencers within each department, allowing the consultants to engage with them directly and understand their specific pain points and goals. The account map would also highlight the areas of improvement identified during the initial assessment, enabling the consultants to develop tailored recommendations and deliverables that address these specific challenges.

      2.3 - Example in a Digital Marketing Agency Context

      In a digital marketing agency context, account mapping can help optimize marketing campaigns for clients. By identifying the target audience segments, their preferences, and the channels they engage with, agencies can create highly targeted and effective marketing strategies.

      For example, a digital marketing agency working with a skincare brand could create an account map that details the demographics and psychographics of the brand's target customers, the key influencers in the beauty industry, and the most effective channels for reaching the target audience.

      This account map would provide a deep understanding of the brand's target customers, including their age, gender, income level, and preferences. It would also identify the key influencers in the beauty industry, such as beauty bloggers or social media influencers, who have a significant impact on the target audience's purchasing decisions. Additionally, the account map would highlight the most effective channels for reaching the target audience, whether it's through social media platforms, search engine advertising, or email marketing. Armed with this information, the digital marketing agency can create highly targeted and compelling marketing campaigns that resonate with the brand's target customers and drive measurable results.

      2.4 - Example with Analogies

      To further illustrate the concept of account mapping, let's consider an analogy:

      Imagine you are planning a road trip. Before embarking on your journey, you gather information about the destinations, attractions, and road conditions along your route. You also identify the best places to eat, rest, and refuel. Armed with this information, you can plan your itinerary, ensuring a smooth and enjoyable trip.

      Similarly, account mapping provides businesses with valuable information about their target accounts. It helps them understand the key decision-makers, their needs, and the context in which they operate. By leveraging this knowledge, businesses can create tailored strategies and approaches that lead to successful engagement and long-term relationships.

      Just like planning a road trip, account mapping involves gathering information about the target accounts, such as their industry, size, and key decision-makers. It also involves understanding the needs and pain points of these accounts, as well as the competitive landscape and market trends that influence their decision-making. Armed with this information, businesses can develop personalized strategies and approaches that resonate with the target accounts, increasing the chances of successful engagement and long-term relationships.

      Conclusion

      Account mapping is a powerful tool for businesses seeking to maximize their success in engaging and building relationships with customers. It provides a structured approach to understanding key accounts and tailoring strategies to meet their specific needs and goals. By leveraging account mapping techniques, businesses can improve targeting, enhance relationship management, and increase sales opportunities, ultimately driving long-term growth and profitability.

      About the author

      Arnaud Belinga

      Breakcold Youtube Channel

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      What is the Customer Journey? (Explained With Examples)

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      What is the Customer Lifetime Value (CLV)? (Explained With Examples)
      What is the Customer Lifetime Value (CLV)? (Explained With Examples)

      Sales CRM Terms

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      What is Customer Profiling? (Explained With Examples)
      What is Customer Profiling? (Explained With Examples)

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      What is Customer Profiling? (Explained With Examples)

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      What is Dark Social? (Explained With Examples)

      Sales CRM Terms

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      What is Data Enrichment? (Explained With Examples)
      What is Data Enrichment? (Explained With Examples)

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      What is Data Segmentation? (Explained With Examples)

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      What is Database Marketing? (Explained With Examples)
      What is Database Marketing? (Explained With Examples)

      Sales CRM Terms

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      What are Decision Criteria? (Explained With Examples)
      What are Decision Criteria? (Explained With Examples)

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      What is a Decision Maker? (Explained With Examples)
      What is a Decision Maker? (Explained With Examples)

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      What is a Decision-Making Unit (DMU)? (Explained With Examples)
      What is a Decision-Making Unit (DMU)? (Explained With Examples)
      What is a Decision-Making Unit (DMU)? (Explained With Examples)

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      What is Demand Generation? (Explained With Examples)
      What is Demand Generation? (Explained With Examples)

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      What is Digital Marketing? (Explained With Examples)
      What is Digital Marketing? (Explained With Examples)

      Sales CRM Terms

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      What is Direct Marketing? (Explained With Examples)
      What is Direct Marketing? (Explained With Examples)

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      What is a Discovery Call? (Explained With Examples)
      What is a Discovery Call? (Explained With Examples)

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      What is a Discovery Meeting? (Explained With Examples)
      What is a Discovery Meeting? (Explained With Examples)

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      What are Discovery Questions? (Explained With Examples)
      What are Discovery Questions? (Explained With Examples)

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      What is Door-to-Door Sales? (Explained With Examples)
      What is Door-to-Door Sales? (Explained With Examples)

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      What is a Drip Campaign? (Explained With Examples)
      What is a Drip Campaign? (Explained With Examples)

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      What is a Drip Campaign? (Explained With Examples)

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      What is Dunning? (Explained With Examples)
      What is Dunning? (Explained With Examples)

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      What is an Early Adopter? (Explained With Examples)
      What is an Early Adopter? (Explained With Examples)

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      What is an Early Adopter? (Explained With Examples)

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      What is Elevator Pitch? (Explained With Examples)
      What is Elevator Pitch? (Explained With Examples)

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      What is Email Hygiene? (Explained With Examples)
      What is Email Hygiene? (Explained With Examples)

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      What is Email Marketing? (Explained With Examples)
      What is Email Marketing? (Explained With Examples)

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      What is Emotional Intelligence Selling? (Explained With Examples)
      What is Emotional Intelligence Selling? (Explained With Examples)

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      What is Emotional Intelligence Selling? (Explained With Examples)

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      What is Engagement Marketing? (Explained With Examples)
      What is Engagement Marketing? (Explained With Examples)

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      What is Engagement Marketing? (Explained With Examples)

      What is Engagement Rate? (Explained With Examples)
      What is Engagement Rate? (Explained With Examples)
      What is Engagement Rate? (Explained With Examples)

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      What is Engagement Rate? (Explained With Examples)

      What is Engagement Strategy? (Explained With Examples)
      What is Engagement Strategy? (Explained With Examples)
      What is Engagement Strategy? (Explained With Examples)

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      What is Engagement Strategy? (Explained With Examples)

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      What is Feature-Benefit Selling? (Explained With Examples)
      What is Feature-Benefit Selling? (Explained With Examples)

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      What is Feature-Benefit Selling? (Explained With Examples)

      What is Field Sales? (Explained With Examples)
      What is Field Sales? (Explained With Examples)
      What is Field Sales? (Explained With Examples)

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      What is a Follow-Up? (Explained With Examples)
      What is a Follow-Up? (Explained With Examples)

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      What is Forecast Accuracy? (Explained With Examples)
      What is Forecast Accuracy? (Explained With Examples)

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      What is a Funnel? (Explained With Examples)
      What is a Funnel? (Explained With Examples)

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      What is a Funnel? (Explained With Examples)

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      What is Gamification in Sales? (Explained With Examples)
      What is Gamification in Sales? (Explained With Examples)

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      What is Gamification in Sales? (Explained With Examples)

      What is Gatekeeper Strategy? (Explained With Examples)
      What is Gatekeeper Strategy? (Explained With Examples)
      What is Gatekeeper Strategy? (Explained With Examples)

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      What is Gatekeeper Strategy? (Explained With Examples)

      What is Gatekeeper? (Explained With Examples)
      What is Gatekeeper? (Explained With Examples)
      What is Gatekeeper? (Explained With Examples)

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      What is Gatekeeper? (Explained With Examples)

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      What is a Go-to Market Strategy? (Explained With Examples)
      What is a Go-to Market Strategy? (Explained With Examples)

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      What is Growth Hacking? (Explained With Examples)
      What is Growth Hacking? (Explained With Examples)
      What is Growth Hacking? (Explained With Examples)

      Sales CRM Terms

      What is Growth Hacking? (Explained With Examples)

      What is Growth Marketing? (Explained With Examples)
      What is Growth Marketing? (Explained With Examples)
      What is Growth Marketing? (Explained With Examples)

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      What is Guerrilla Marketing? (Explained With Examples)
      What is Guerrilla Marketing? (Explained With Examples)

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      What is High-Ticket Sales? (Explained With Examples)
      What is High-Ticket Sales? (Explained With Examples)

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      What is High-Ticket Sales? (Explained With Examples)

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      What is Holistic Selling? (Explained With Examples)
      What is Holistic Selling? (Explained With Examples)

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      What is Holistic Selling? (Explained With Examples)

      What is Ideal Customer Profile (ICP)? (Explained With Examples)
      What is Ideal Customer Profile (ICP)? (Explained With Examples)
      What is Ideal Customer Profile (ICP)? (Explained With Examples)

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      What is Inbound Lead Generation? (Explained With Examples)
      What is Inbound Lead Generation? (Explained With Examples)

      Sales CRM Terms

      What is Inbound Lead Generation? (Explained With Examples)

      What is an Inbound Lead? (Explained With Examples)
      What is an Inbound Lead? (Explained With Examples)
      What is an Inbound Lead? (Explained With Examples)

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      What is an Inbound Lead? (Explained With Examples)

      What is Inbound Marketing? (Explained With Examples)
      What is Inbound Marketing? (Explained With Examples)
      What is Inbound Marketing? (Explained With Examples)

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      What is Inbound Marketing? (Explained With Examples)

      What is Inbound Sales? (Explained With Examples)
      What is Inbound Sales? (Explained With Examples)
      What is Inbound Sales? (Explained With Examples)

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      What is Inbound Sales? (Explained With Examples)

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      What is Influencer Marketing? (Explained With Examples)
      What is Influencer Marketing? (Explained With Examples)

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      What is Inside Sales Representative? (Explained With Examples)
      What is Inside Sales Representative? (Explained With Examples)

      Sales CRM Terms

      What is Inside Sales Representative? (Explained With Examples)

      What is Inside Sales? (Explained With Examples)
      What is Inside Sales? (Explained With Examples)
      What is Inside Sales? (Explained With Examples)

      Sales CRM Terms

      What is Inside Sales? (Explained With Examples)

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      What is Insight Selling? (Explained With Examples)
      What is Insight Selling? (Explained With Examples)

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      What is a Key Account? (Explained With Examples)
      What is a Key Account? (Explained With Examples)

      Sales CRM Terms

      What is a Key Account? (Explained With Examples)

      What is a Key Performance Indicator (KPI)? (Explained With Examples)
      What is a Key Performance Indicator (KPI)? (Explained With Examples)
      What is a Key Performance Indicator (KPI)? (Explained With Examples)

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      What is a Key Performance Indicator (KPI)? (Explained With Examples)

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      What is a Landing Page? (Explained With Examples)
      What is a Landing Page? (Explained With Examples)

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      What is a Landing Page? (Explained With Examples)

      What is Lead Database? (Explained With Examples)
      What is Lead Database? (Explained With Examples)
      What is Lead Database? (Explained With Examples)

      Sales CRM Terms

      What is Lead Database? (Explained With Examples)

      What is a Lead Enrichment? (Explained With Examples)
      What is a Lead Enrichment? (Explained With Examples)
      What is a Lead Enrichment? (Explained With Examples)

      Sales CRM Terms

      What is a Lead Enrichment? (Explained With Examples)

      What is Lead Generation? (Explained With Examples)
      What is Lead Generation? (Explained With Examples)
      What is Lead Generation? (Explained With Examples)

      Sales CRM Terms

      What is Lead Generation? (Explained With Examples)

      What is Lead Nurturing? (Explained With Examples)
      What is Lead Nurturing? (Explained With Examples)
      What is Lead Nurturing? (Explained With Examples)

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      What is Lead Nurturing? (Explained With Examples)

      What is Lead Qualification? (Explained With Examples)
      What is Lead Qualification? (Explained With Examples)
      What is Lead Qualification? (Explained With Examples)

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      What is Lead Qualification? (Explained With Examples)

      What is Lead Scoring? (Explained With Examples)
      What is Lead Scoring? (Explained With Examples)
      What is Lead Scoring? (Explained With Examples)

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      What is Lead Scoring? (Explained With Examples)

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      What are LinkedIn InMails? (Explained With Examples)
      What are LinkedIn InMails? (Explained With Examples)

      Sales CRM Terms

      What are LinkedIn InMails? (Explained With Examples)

      What is LinkedIn Sales Navigator? (Explained With Examples)
      What is LinkedIn Sales Navigator? (Explained With Examples)
      What is LinkedIn Sales Navigator? (Explained With Examples)

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      What is Lost Opportunity? (Explained With Examples)
      What is Lost Opportunity? (Explained With Examples)

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      What is Lost Opportunity? (Explained With Examples)

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      What is Market Positioning? (Explained With Examples)
      What is Market Positioning? (Explained With Examples)

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      What is Market Positioning? (Explained With Examples)

      What is Market Research? (Explained With Examples)
      What is Market Research? (Explained With Examples)
      What is Market Research? (Explained With Examples)

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      What is Market Research? (Explained With Examples)

      What is Market Segmentation? (Explained With Examples)
      What is Market Segmentation? (Explained With Examples)
      What is Market Segmentation? (Explained With Examples)

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      What is Market Segmentation? (Explained With Examples)

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      What is MEDDIC? (Explained With Examples)
      What is MEDDIC? (Explained With Examples)

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      What is MEDDIC? (Explained With Examples)

      What is Middle Of The Funnel (MOFU)? (Explained With Examples)
      What is Middle Of The Funnel (MOFU)? (Explained With Examples)
      What is Middle Of The Funnel (MOFU)? (Explained With Examples)

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