Account-Based Sales Development has become the smart strategy for businesses to start conversations with key prospects. Two dozen thought-leaders explain why ABSD accelerates sales velocity, increases pipeline and results in more deals.
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FunnelWise & LeanData - Lead Traffic Control
The Man Behind the Account-Based Sales Development Story
Introducing Ops-Stars: The Unsung Heroes of the B2B Sales Process
The obvious question is, “What’s an Ops-Star?” Well, Ops-Stars at B2B companies are: The operations professionals who build the revenue-generating engine The fixers who remove obstacles for sales...
Now and Later: Evaluating Sales Tools
You’re in pain. You want relief. Now. There’s trouble in your sales process. It’s hurting the business . . . and left you with a throbbing headache. That’s why you’re evaluating sales tools from...
A Tale of Three Sales Processes
The challenges for sales and marketing operations pros never end. Dirty data. Frustrating tools. Inefficient workflows. Turning a revenue-generating machine into a well-oiled engine isn’t easy....
Competing Sales Ops Roles: Fixer Versus Strategist
When the research firm TOPO holds periodic gatherings for sales operations professionals, the sessions typically start with a question for the group. What is the biggest challenge that you’re...
How to Optimize Your Opportunity Amounts
A deal closes. The gong sounds. And after the clapping ends, what’s one of the first question everyone asks? How much is it worth? That number can be a little complicated. Sure, a deal might be...
Solving the Complexity of Routing Leads Within Salesforce
It’s a question that I often hear asked by sales leaders: How should we handle our prospects within Salesforce? In fact, it was posed again recently on Modern Sales Pros, which is an online forum...
How to Source, Hire, and Retain Your Best Sales Development Reps
If It’s Not in Salesforce, It Didn’t Happen
If a tree falls in a forest and nobody is there to hear it, does it make a sound? That’s not an existential riddle often discussed among sales teams. But a less philosophical question is pondered...
Connecting Workflow Rules to Picklists in Salesforce
One of the great features in Salesforce is all the different ways you can use Picklists. They’re great, simple ways to auto-populate information that streamlines Salesforce so it’s easier to use....
Linking Together Two Picklists in Salesforce
One of the most straightforward definitions in the entire Salesforce glossary is the Picklist. As in, you pick a single value for a specific field from a drop-down list. Picklists make it easy to...
Divide and Conquer: Managing Territories
The three things that matter most in real estate are supposed to be location, location, location. And when you think about it, that philosophy translates to business. Only substitute location with...
Pioneering ABSD with Lars Nilsson of Cloudera
A Lead's Journey to Find the Right Home
Deciding What Metrics to Track for Sales Development Reps
There’s no shortage of information available when it comes to analyzing the productivity of Sales Development Reps. But which benchmarks matter the most?
Rules of the Road for a Sales Team
Just think if a four-way intersection was missing the traffic light. What would happen? Nothing good, said Jonathon J. Leon Guerrero. “Everyone would wonder, ‘Do I have the right of way?’” said...
The Importance of Walking in The Shoes of Sales
Like many people in the tech industry, Dhiraj Singh got his start as a front-line Sales Development Rep. Then he quickly worked his way to Account Executive. These days, as a manager, he’ll still...
Welcome to the Sales Operations Era
For the longest time, Jonathon J. Leon Guerrero had trouble figuring out just the right analogy to help explain what he did in his job. After all, who really understands what you mean when you...
Prospecting Balancing Personalization and Scale