How does sales channel structure affect your internal partnerships?
1 Answer
Calendly Head of Demand Generation | Formerly Ping Identity, Calendly • October 27
I have built and scaled ABM strategies at start ups with no SDR function to larger $250M+ ARR organizations with a very robust, global sales team. Although I can go many directions with this question, I will leave it at this - no matter the sales structure when first building an ABM strategy, find a sales person that you have built a great relationship with that is open minded and 'marketing friendly'. Run an ABM pilot together. You'll be able to show the lift in results from ABM and non-ABM accounts. Qualitative data speaks for itself. Once other members of the sales team hear about this, they will come to you to be included and the data allows a robust business case to justify further investment into ABM.
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