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: it’s the engine of a kind of hyper-growth that very few companies have ever experienced. The Clear & Complete Guide to Account Based Sales Development is your trusted guidebook for the ABSD Revolution. Easy to read and loaded with 142 pages of worksheets, charts, and best practices from today’s leading Sales experts, The Clear and Complete Guide to Account Based Sales Development normally costs $19.95, but you can download it for free by filling out the form! You will discover how Account Based Sales Development really is better than the old garden variety sales development. For example, ABSD is: Targeted – aimed at selected, named accounts, not huge, undifferentiated leads lists Personalized – based on relevant, crafted conversations instead of standard, one-size-fits-all scripts Multi-channel – maximizing reach by using all channels, not massive spamming campaigns Integrated – a coordinated effort supported by the entire organization, not another silo Strategic – with less emphasis on short-term calls-to-action such as demos and more on high-value engagements such as meetings to share insights or trends Here is just some of what you’ll learn in our new ABSD Guide: The Who, What and Where of Account Based Sales Development The incredible power of Account Based Sales Development “Plays.” What truly personalized and relevant outreach looks like (hint: nothing like “robo-spam”). The real role of data in building profiles and personas. Why “human email” is the must-have weapon in your sales development arsenal. How team selling concepts will take your prospecting to the next level and beyond.

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 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 Introduction A bold strategy for companies that don’t want to wait around for revenue to show up There’s never been a more exciting or a more rewarding time to be in B2B sales & marketing. After decades of hunch-based, adrenaline-fueled, Hail-Mary revenue generation, we’re entering a completely new era. An era steered by strategy, tuned by technology and driven by data. It’s all coming together right now, as you’re reading this sentence – a perfect storm of innovation that’s giving enlightened companies an unprecedented degree of control over their own fortunes (and an unfair advantage in the marketplace). We’ve already experienced Phase One—a wave of transformation in the people, processes and technologies that create and convert opportunities: • In marketing – ideas like marketing automation, inbound tactics, content marketing, lead scoring and nurturing have re-invented demand creation • In sales – the increasing specialization and professionalization of sales development is replacing cold calling with intelligent, laser-targeted prospecting • Across both – the lead-centric approach is giving way to an account based strategy that aligns everyone around the deals that matter most Put all three of these together and a hugely exciting model takes shape. And it works: the companies following this new model are growing like wildfire and running circles around their old-school competitors. Pick any B2B company that has experienced insane growth over the last 12-18 months. Chances are, they’re using the strategy that you’re about to discover. This is Account Based Everything (ABE) – and it’s driven by a new incarnation of the sales development discipline. Today, what used to be called prospecting, inside sales, telesales or business development is giving way to a far better mousetrap: Account Based Sales Development (ABSD). That’s what this is all about: a new sales development role that lives at the center of a coordinated, integrated Account Based Everything approach. If you’re in marketing, sales or sales development, this is the beginning of an exciting new phase of your career. Hang on to your hat.