039: The Ins and Outs of SalesLoft’s Account-Based Playbook: A Conversation With Sales Leader Derek Grant

On this edition of The Predictable Revenue Podcast, host Collin Stewart welcomes Derek Grant, VP of Commercial Sales at Atlanta-based sales development juggernaut SalesLoft.

Derek knows his way around a sales team. Before joining SalesLoft, Derek held high-profile leadership positions at industry-leading firms like Pardot, as well as customer experience focused startup FullStory.  

Throughout the pod, Collin and Derek discuss SalesLoft’s evolution towards account-based sales, as well as how it’s marketing and sales teams collaborate to execute on a detailed account-based playbook. Highlights include: a minimum threshold for account-based sales (8:12), why SalesLoft run an account-based playbook (9:26), SalesLoft’s account-based segmentation (17:29), a “Hypothesis of Need” (20:57), executing an account-based playbook (27:06), Derek’s best and worst plays (33:11).