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How to Implement Your Account Based Sales Strategy

For decades, marketing and sales teams have used high-volume tactics to drive revenue. But the spray and pray, dialing for dollars, boiler room approach only gets a business so far. This high calorie burning approach works for an initial launch, but it’s not sustainable for long-term success. Volume-selling comes with a higher cost of sales, lower margins, and limited expansion opportunities. This is widely understood and is the catalyst for why Account-Based Marketing and Sales are the hottest topics in the industry today.

Even though ABS has become widely adopted, many sales leaders still don’t understand the foundation of Account-Based Sales and how it differs from traditional sales. Isn’t all B2B sales account-based sales? Is ABS a buzzword or a strategy I should continue to refine? ABS has become an ambiguous term, but that doesn’t take away from the major impact it has had on modern B2B sales organizations.

In this webinar, you’ll learn:

How to put your ABS plan into place
Territory management best practices
How to work cross-functionally with account-based playbooks
Recorded Mar 31 2020 53 mins
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Presented by
Todd McCormick, Matt Gingerich, Harmony Anderson
Presentation preview: How to Implement Your Account Based Sales Strategy
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  • How to Implement Your Account Based Sales Strategy Recorded: Mar 31 2020 53 mins
    Todd McCormick, Matt Gingerich, Harmony Anderson
    For decades, marketing and sales teams have used high-volume tactics to drive revenue. But the spray and pray, dialing for dollars, boiler room approach only gets a business so far. This high calorie burning approach works for an initial launch, but it’s not sustainable for long-term success. Volume-selling comes with a higher cost of sales, lower margins, and limited expansion opportunities. This is widely understood and is the catalyst for why Account-Based Marketing and Sales are the hottest topics in the industry today.

    Even though ABS has become widely adopted, many sales leaders still don’t understand the foundation of Account-Based Sales and how it differs from traditional sales. Isn’t all B2B sales account-based sales? Is ABS a buzzword or a strategy I should continue to refine? ABS has become an ambiguous term, but that doesn’t take away from the major impact it has had on modern B2B sales organizations.

    In this webinar, you’ll learn:

    How to put your ABS plan into place
    Territory management best practices
    How to work cross-functionally with account-based playbooks
  • 3 Legit Approaches to Prospecting Recorded: Mar 11 2020 59 mins
    Ralph Barsi, VP of Global Inside Sales at Tray.io
    Studies prove that prospecting has gotten harder over the years. Despite the evolution of technology, prospects are still tough to contact and engage. It's time to zoom out and consider three legit approaches to prospecting, centered on mindset, attraction, and execution.

    In this webinar, you'll learn:

    How to get in the right headspace to achieve your goals
    Tips for prospecting in order to become more efficient and spend time where it matters
    Ideas for motivating your sales team to go above and beyond
  • How Great Sales Leaders Help SDRs Crush Quota Recorded: Jun 13 2019 30 mins
    Tito Bohrt, CEO and Founder, AltiSales; Julianne Thompson, SDR Manager, Outreach
    The SDR organization is the lifeblood of the sales organization, but too often, SDRs are undervalued and overlooked.

    Hear from an expert Sales Development leader on how an SDR team outperformed its quota by 4.2X using data-driven training, qualifying inbound vs. outbound leads differently, speeding up onboarding by 3x, and perfecting the SDR to AE handoff.

    In this webinar, you’ll learn:

    -How to waste less time and get more results with a supercharged onboarding program
    -How to coach your SDR team using data, and how to keep them accountable to their results.
    -How to structure SDRs pay, for maximum output while avoiding burnout
    -How to interview and hire SDRs that have a 2.7x higher chance to be successful.
  • This Webinar on Cold Calling Will Put a Smile on Your Prospect's Face Recorded: Jun 13 2019 60 mins
    Josh Braun, CEO and Co-founder at Sales DNA and Mark Kosoglow, VP of Sales at Outreach
    There's no debating it: Cold outreach is an effective way to prospect into accounts. But it's tough to get past the defenses weary prospects throw up the second your email lands in their inbox or their phone rings.

    What's a hungry hunter to do? How do you make a good first impression that keeps your potential customer on the call when they're already irritated?
    SalesDNA CEO and co-founder, Josh Braun, and Outreach Vice President of Sales, Mark Kosoglow, joined forces to help you break down those cold call walls, make great first impressions and leave your prospects grinning from ear to ear.

    In this webinar, you'll learn:

    How to diffuse pressure on the prospect by changing your intent
    Ways to cut through cold outreach barriers and positively stand out
    The practical and easy-to-use cold outreach framework of Open, Pitch, Encourage and Ask
Best Practices For Inside Sales
Outreach is the #1 sales engagement platform. We help sales teams secure more meetings, drive more pipeline, and close more deals.

Thousands of companies like AdRoll, Okta, Zillow, Adobe, and Cloudera use our system of action to achieve extraordinary results and see increases of 30% more meetings booked, 30% more opportunities, and 10-25% more revenue.

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  • Title: How to Implement Your Account Based Sales Strategy
  • Live at: Mar 31 2020 4:00 pm
  • Presented by: Todd McCormick, Matt Gingerich, Harmony Anderson
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