Account-Based Selling and the Enablement That's Needed to Accelerate Accounts to Revenue

ABM Done Right - A Personal ABM Podcast

Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Kristina Jaramillo and Eric Gruber, Kristina Jaramillo, and Eric Gruber 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

2y ago 52:41

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As GTM teams are building pipelines with ABM but are struggling with accounts going dark (especially after sales engagement), Spencer Wixom (former SVP of Sales and Marketing and Chief Customer Officer at Challenger and current CEO at The Brooks Group) joined us on the ABM Done Right Podcast to discuss:
1. The fundamentals that's needed for account-based selling that most organizations (both traditional and SaaS firms) are missing.
2. What is absent in most sales teams' communications and in their behavioral profile that is limiting success in account-based selling with tier 1 enterprises that are stuck in status quo.
3. How most sales enablement does not support sales teams and account-based selling -- and the account-based enablement that's needed to win the selling conversation and the internal buyer conversations that GTM teams are not part of.
4. Why buyer groups disappear -- and do not move forward in their buying journey
5. How leadership, sales, marketing and customer success teams can drive greater alignment with key future and existing strategic customer accounts.

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