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Sales Strategy, Account Based Selling

Take An Account Based Selling Approach to Growing Your Revenue

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As a HubSpot Platinum Partner, ML’s Senior Vice President, Mary White, was invited to attend their recent partner meeting. These meetings are always informative but this one was especially worthwhile. Part of the discussion was around the importance of creating alignment between sales and marketing and knocking down the silos that often exist across an organization and which create friction in the selling process.

The HubSpot meeting discussions and their subsequent recommendations regarding how to resolve this friction re-affirms why we at ML have followed an Account Based Selling (ABS) methodology for years and why we will continue to do so. 

Simply put, ABS is invaluable in helping organizations grow revenue. One of the many ways it does this is by bringing sales and marketing together to create a personalized approach to engaging high value accounts.

“Aligning marketing and sales continues to be a key driver to revenue growth. A solid ABS program can help bring marketing and sales together to see the greatest impact.” - Mary White

Our new playbook, “The ABCD’s of ABS” covers these key areas that are particularly critical to ensuring your ABS program is as effective as it can be in aligning your organization and eliminating friction. 

  1. The Importance of Knowing Your Audience;
  2. How to Build Trust with ABS;
  3. Best Practices to Nurture Past, Present and Future Clients;
  4. Listening to your Data to know when it’s time to pivot your sales approach.

You will hear us talk more about the benefits of ABS in future blogs. Our next will cover how to engage with other groups within your organization and leverage their activities (like client focus groups, marketing events both virtual and live, and partner relationship initiatives) to break down those silos, create alignment and grow your revenue.

We hope you enjoy our new playbook. If you have any questions about ABS including how to incorporate it into your own selling efforts, please feel free to contact us. We’d welcome the opportunity to talk with you!

Don’t miss the next blog in the series. If you haven’t already subscribed, we invite you to do so.

Please contact us to learn more about MarketLauncher, or any of the materials discussed in this blog.

 

Download the Playbook

 

 

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