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sharminaktersss3435
Apr 07, 2022
In General Discussions
When it comes to sales, you can spend the most productive months of your career, creating a sales pipeline and accruing revenue well beyond what you thought you've peaked. Then your numbers reset to zero when the next month comes. You're back where you started, and sometimes it's hard to get yourself to start over. Now, imagine if your superior told you to focus only on the 75 best-fit accounts instead of the 700+ accounts you're used to dealing with. Sounds like a terrible idea for any company trying to make money, right? As strange as it may sound, customer-based marketing actually helps address some of the stagnation in the sales funnel that comes only from prospect-based pursuits. In the long run, ABM can provide a more consistent revenue stream through relationships with the best customers. But this is so counterintuitive. How could any team make such an adjustment? Recently, Stuart English and Ryan Vitello from our Sales Development team joined the podcast to explain how the player-coach relationship between SDR and management can industry mailing list you overcome the move to account-based marketing and achieve the long-term - regular dividend it offers. Their approach to addressing some of ABM's early setbacks was a four-pronged approach. Growing pains are inevitable Nothing stalls a sales team's motivation like taking an axe on their pipeline and stripping sales reps of most of their accounts. But that's exactly what the move to account-based marketing looked like in the first place. Even if everyone involved is strong from the start and has enough enthusiasm to get through the first shock wave, flipping the funnel so violently can be overwhelming. "How can we expect our clients to be our biggest advocates when we don't do it ourselves?" - Ryan Vitello You will fail at some point. The way you deal with failure - no matter how it behaves - will determine the future direction of your business. Ryan put it this way: “I think failure can be viewed in one of two ways. One is you fail, you lose badly, and then you go home. The second is you fail, but then you get out of it. Lessons learned, you pick yourself up and move on." So how do you change the way you think about your business and survive the transition to ABM?
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