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Transitioning Your Sales Organization to Account-Based Marketing

October 19, 2018

Todd McCormick – CRO, Terminus

Marketers are excited about account-based marketing, but sales teams are getting left behind. As a result, go-to-market teams are not achieving the results they hope for. Simply plugging in a tool won't get you there. It requires a shift in your sales processes to better engage the humans in your target accounts. Todd will share how he transformed the Terminus sales organization to achieve incredible ABM results doing just that. In their session, you'll learn best practices for:

  • Shifting from high volume to high personalization outreach
  • Transition your SDRs to focusing on only the best fit accounts
  • Maximizing SDR and AE productivity by freeing up their time
  • Leveraging ABM signals to prioritize outreach and increase sales conversions.
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