Leveraging Account-Based Marketing and Account-Based Sales in the Enterprise w/Ken Krogue, Jon Miller, & Rich Neal

The Brandon Bornancin Show

English - August 18, 2016 10:00 - 1 hour - 56.3 MB - ★★★★★ - 73 ratings
Marketing Business Technology account-based selling sales inside sales sales acceleration demand generation sales operations cold calling big data analytics salesforce.com Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed

Previous Episode: Creating a Performance-Driven Culture w/Shea Stringert @AdRoll

Next Episode: Leverage Social Networks to Gain Access to Big Time Decision Makers w/Brynne Tillman @PeopleLinx

High-performing sales development professionals know they can’t rely solely on marketing to cast a wide net and find the perfect buyer. If they want to be successful, sales development professionals must master a more targeted approach and go after the big fish themselves.

In this episode you'll learn:

How to move beyond the high velocity sales model to account-based selling strategies
How to build a pipeline of targeted accounts
What you must do to expand existing relationships quickly
How you can discover and connect better with more decision makers
Latest digital sociological research on the interest, attitudes and opinions of account-based sales personas

Links and Resources Mentioned in This Episode:

Link to Webinar for Slides

Jon Miller, Founder and CEO of Engagio

Ken Krogue, Founder and Chief Evangelist of InsideSales.com

Rich Neal, Founder and CEO of mPathDiscovery and author of 'Expanding Sentience'

Episode 2: What's All This Talk About Account-Based Sales

Episode 9: Account-Based Everything w/Patrick Schneidau

Episode 5: The Five-Billion Dollar Playbook w/David Rudnitsky