Guests:
Catie Ivey Coutinho – RVP Sales at Demandbase
Kevin “KD” Dorsey – VP Inside Sales at PatientPop
Moderator: Max Altshchuler – VP Marketing at Outreach
I’m going to fill you in on a little-known secret: “account-based sales” (ABS) isn’t some new, fancy way of generating pipeline & closing deals. In fact, savvy sellers have been practicing targeted ABS techniques for decades.
Here’s the bottom-line: if you’re selling B2B and don’t have a concrete account-based sales strategy, you’re getting left behind. Don’t worry, though, because we’ve got your back
In this replay, a panel of revenue leaders helped us learn how to identify, target, & close your ideal accounts with the advanced account-based strategies that are working right now in 2020.
What You’ll Learn:
- How to make your outreach relevant & differentiated (at scale)
- How revenue teams have adapted their account-based strategies since March 2020 (hint: don’t just force the offline > online transition!)
- How to work with Customer Success to create account-based “growth-loops” (this is key to reducing churn)
- How to prioritize accounts that are most likely to purchase (using intent + engagement data)
Watch it here
