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The Basics of Account Based Marketing & Sales

July 20, 2016 · Jeremy Boudinet · 3 Minute Read

In the technology world, there’s a popular turn-of-phrase known as crossing the chasm.

Coined by Geoffrey Moore, the phrase refers to the ultimate challenge faced by a high tech startup looking to grow into the next Oracle or Salesforce: Getting pragmatic, mainstream buyers to understand and adopt their innovative new product.

Only a tiny fraction of high tech startups inevitably make it across the chasm. But those that do, especially those selling to the enterprise, have one thing in common: Before crossing the chasm, they bridged the internal gaps within their sales, marketing and client success teams.

The purpose of Bridging the Gap: The Ultimate Guide to Account Based Marketing & Sales Alignment is to set forth how every B2B company, tech or otherwise, can bridge the internal disconnects and dischord stalling their path to rapid growth.

Whether you’re a young startup, reaching high-growth, mid-market or even a mature industry incumbent, this eBook will teach you the latest, most innovative ways to streamline the revenue-generating sector of your business.

Before we dive in, let’s start by establishing why bridging the gap matters now more than ever and set forth a few guiding principles to remember as you read the rest of this eBook.

Why Bridging the Sales and Marketing Gap Matters

Aligning sales, marketing and account management is no longer recommended, but demanded. Organizations must ensure that teams are in sync with their counterparts.

For marketing, you need to accelerate lead velocity, improve inbound conversion rates and maximize the value of your marketing and sales content. For sales, you need to close more deals, earn higher revenue and a create a shorter average sales cycle. For account management, you need to shorten onboarding, decrease customer churn and increase referrals.                    

Altogether, you need to align sales, marketing and account management objectives. So why do companies fail to act? Poor communication, finger pointing and disjointed operations in sales and marketing.

If you poll the leadership at these dysfunctional companies, you’ll see that most are keenly aware that there are severe issues in how they’re aligning sales, marketing and customer success. They’re paralyzed by the high volume of internal stakeholders, prospective financial / time commitment and the potential quagmire of undergoing a major overhaul in operations.                    

That mentality needs to change. Account Based Sales is changing the game. Cheap, powerful new technologies and labor are flooding the market. The resources needed to bridge the gap, build a world-conquering army and cross the proverbial chasm are right at your fingertips. It’s time to get started.

Click here to download Bridging the Gap: The Basics of Account Based Marketing & Sales Alignment.

Ambition: Drive Sales Performance and Accountability

Ambition is a sales management platform that syncs business teams, data sources, and performance metrics on one system.

Modern sales leaders use Ambition to enhance sales performance insights and run supercharged sales reports, scorecards, contests, and TVs via drag-and-drop interface.  

Ambition is endorsed by Harvard Business Review and AA-ISP (the Global Inside Sales Organization). Hear more from business leaders who use Ambition in their organization.

Watch Testimonials:

  1. FiveStars: Adam Wall. Sr. Manager of Sales Operations . 
  2. Filemaker: Brad Freitag. Vice-President of Worldwide Sales.
  3. Outreach: Mark Kosoglow. Vice-President of Sales.
  4. Cell Marque: Lauren Hopson. Director of Sales & Marketing.
  5. Access America Transport: Ted Alling. Chief Executive Officer.

Watch Product Walkthroughs:

  1. ChowNow. Led by Vice-President of Sales, Drew Woodcock.
  2. Outreach. Led by Sales Development Manager, Alex Lynn.
  3. AMX Logistics. Led by Executive Vice-President ,Jared Moore.

Read Case Studies:

  1. Clayton HomesHBR finds triple-digit growth in 3 sales efficiency metrics. 
  2. Coyote Logistics: Monthly revenue per broker grew $525 in 6 months.
  3. Peek: Monthly sales activity volume grew 142% in 6 months.
  4. Vorsight: Monthly sales conversations grew 300% in 6 months.

Contact us to learn how Ambition can impact your sales organization today.

About Ambition
Sales Leaders, HR Professionals, and C-Level Executives use Ambition to recognize, motivate, and develop employees into more engaged and productive versions of themselves. Funded by Google, used by the Fortune 500, endorsed by the Harvard Business Review.
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