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

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