{"id":130,"date":"2017-10-29T17:12:46","date_gmt":"2017-10-29T17:12:46","guid":{"rendered":"http:\/\/sellingsherpa.com\/?p=130"},"modified":"2017-10-29T21:03:09","modified_gmt":"2017-10-29T21:03:09","slug":"account-based-sales-development-playbook-book-summary","status":"publish","type":"post","link":"https:\/\/sellingsherpa.com\/index.php\/2017\/10\/29\/account-based-sales-development-playbook-book-summary\/","title":{"rendered":"Account-Based Sales Development Playbook (Book Summary)"},"content":{"rendered":"

Account-based sales development (ABSD) is a team-based sales process involving: account executives, marketing, account managers\/customer success, legal, and likely others.<\/p>\n

    \n
  1. Create a customized playbook<\/li>\n
  2. Build a robust Ideal Client Profile (ICP) based on: company size (revenue or # of employees), industry, etc.<\/li>\n
  3. Identify & pre-qualify accounts using the ICP<\/li>\n
  4. Assign 500 pre-qualified accounts per sales development rep (SDR); add new contacts as old ones are disqualified; add new accounts as old ones are disqualified<\/li>\n
  5. Map the organization to source at least 3 contacts per account spread across seniority levels; add new contacts as old ones are disqualified<\/li>\n
  6. Warm-up contacts with account-based marketing \u2013 a combination targeted marketing automation drip campaigns, paid advertising \/ retargeting, direct mail, and events.<\/li>\n
  7. Establish a sales\/marketing SLS that defines (a) contact (b) marketing qualified lead (c) sales accepted lead \/ qualified opportunity (d) customer at risk (e) account management process (f) monthly, quarterly, and annual goals<\/li>\n
  8. Assign (and periodically update) status for each account<\/li>\n
  9. Assign (and periodically update) status for each contact<\/li>\n
  10. Measure the following KPIs (a) total outbound dials \u2013 target 50\/SDR\/day (b) connect rate = % of accounts that engage in a meaningful sales conversation \u2013 target >35% (c) pass rate = % of qualified leads passed to a closing rep \u2013 target >10% (d) pipeline rate = % of leads that become sales accepted \u2013 target >70%<\/li>\n
  11. Diligently and quickly follow up with prospects<\/li>\n
  12. Maintain combined SDR:AE:AM\/CSR teams with a ratio of 1:1:1 to 3:1:1. Each team should only actively prospect to 50 accounts at a time.<\/li>\n
  13. Hold a daily, 10-minute team \u201cstand-up\u201d to coordinate activities and communicate progress and major changes in target accounts (this is not an update)<\/li>\n
  14. Each account team member should strive to become an expert in their accounts via Google Alerts, company blogs, social media accounts, etc., focusing on employee shifts, new funding, & company\/industry challenges & changes.<\/li>\n
  15. Maintain CRM data hygiene<\/li>\n<\/ol>\n

    Account-Based Sales Development Playbook for Revenue-Driven Teams: How to Close Bigger Deals Faster and Achieve Predictable Growth by PersistIQ and QuotaFactory by Brandon Redlinger, Megan Tonzi<\/a><\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"

    Account-based sales development (ABSD) is a team-based sales process involving: account executives, marketing, account managers\/customer success, legal, and likely others. Create a customized playbook Build a robust Ideal Client Profile (ICP) based on: company size (revenue or # of employees), industry, etc. Identify & pre-qualify accounts using the ICP Assign 500 pre-qualified accounts per sales […]<\/p>\n","protected":false},"author":1,"featured_media":153,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_import_markdown_pro_load_document_selector":0,"_import_markdown_pro_submit_text_textarea":"","_monsterinsights_skip_tracking":false,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"Account-Based Sales Development Playbook (Book Summary)","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[1],"tags":[],"class_list":["post-130","post","type-post","status-publish","format-standard","has-post-thumbnail","category-uncategorized","entry"],"aioseo_notices":[],"aioseo_head":"\n\t\t\n\t\n\t\n\t\n\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t\n\t\t