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Free ebook: The Clear & Complete Guide to Account Based Sales Development

Sales Development is a tough job, and it’s only getting tougher: Now it’s time to move beyond the hype: Over-automation and ‘robo-spam’ are driving people to ignore your messages Buying teams are getting larger and more complex The number of prospecting channels is exploding The answer to these challenges and more is Account Based Sales Development. ABSD is not just the engine of the Account Based Everything model that’s sweeping through B2B...Read More

Table Of Contents

Contents Introduction 3 A bold strategy for companies that don’t want to wait around for revenue to show up Part I 4 A new kind of sales development Part 2 8 The rise of account based thinking Part 3 13 Account Based Sales Development: two big ideas brought together Part 4 19 Silos don’t work in an account based world Part 5 23 Hello, Account Based Everything Part 6 31 The WHO, WHAT and WHERE of Account Based Sales Development Part 7 33 The WHO of Account Based Sales Development Part 8 46 The WHAT of Account Based Sales Development Part 9 59 The WHERE of Account Based Sales Development Part 10 84 The importance of coordination Part 11 95 Growing and managing a sales development team Part 12 120 ABSD metrics Part 13 127 SDR tools and technology Part 14 134 Conclusion: an idea whose time has come About Engagio 136

First 3 Pages

The Clear & Complete Guide to Account Based Sales Development Your guide to smart prospecting in an Account Based Everything world Contents Introduction 3 A bold strategy for companies that don’t want to wait around for revenue to show up Part I 4 A new kind of sales development Part 2 8 The rise of account based thinking Part 3 13 Account Based Sales Development: two big ideas brought together Part 4 19 Silos don’t work in an ac...Read More