Account-based initiative cleanup
Is Your Account-Based Strategy Suffering? It may be time for a closer inspection.
With the current focus on performance, what can account-based strategies do to advance the revenue needle?
This article can help if your organization is experiencing any or all of the following symptoms of a stagnant account-based strategy:
- Revenue and pipeline growth are flat or below growth expectations.
- Sales managers/leaders have not fully understood and absorbed what changes need to be made to the lead generation process to support an account-based experience (ABX) strategy.
- Adoption of account-based tools is slow or non-existent. Marketers may know how to use these tools, but Sales/SDRs are not fully aware of their impact and how they are used.
- Several retraining sales and SDR exercises that occur consistently with the ABX platform and insight gathering.
- New or nonexistent sales enablement capabilities that are not fully familiar with the ABX platform and its capabilities.
The road to enterprise selling isn’t always paved
Let’s say you’re a successful SaaS company, you have transactional lead-based motion and have pivoted to adding account-based motion within the last year or two. You have purchased or are considering purchasing an account-based platform with intent data and you worked with sales in the initial process to identify eligible accounts.
This is a scenario we hear a lot from boards and C-suites who want to move into a more upscale market to “get a corporate account”, and their ability is probably just a few wins or a historic based on success. These stakeholders may not fully understand the skill sets and changes required for both sales and marketing.
An analogy for this kind of sales transition is to turn “Beat Street Cop” into a “private investigator.” This is not an easy road. Here are five actionable actions you can take now to move your organization’s revenue needle forward.
Related article: Are the days of Salesforce marketing qualified leads over?
Explore platform adoption and correlate it with success
In a recent 1:1 conversation with John Steinert, CMO of TechTarget, he suggested monitoring the performance and adoption of the ABX platform on a user-by-user basis and correlating it with the success (or failure) of pushing the pipeline. doing.
This approach has the dual benefit of showing sales the correlation between well-adopted tools and pipeline growth. We will also build a CFO update use case on why we continue to invest in account-based platforms.
Importance of word of mouth
Dana Thierrien, chief revenue officer practice lead at Anaplan and former head of sales operations practice at SiriusDecisions, suggests starting with just one win.
“You’ll never get a salesperson to ride (ABX) unless you convince them it’s worth it,” says Thierrien. If marketing is bringing account-based initiatives to the table, they might do well. will be ”
This kind of approach is important when you’re rolling out the platform for the first time, and may have small successes before rolling out more globally.
Related Article: 3 Ways Marketers Make Account-Based Migration Easy for Selling
Test your sales skills and take advantage of sales assistance
Do you have the right skill set in-house to sell your enterprise? Are you focused on high-converting accounts? Jen Allen, host of the Winning the Sale podcast, believes it’s absolutely possible as a seller to move from a deal-based seller to an account-based seller. seller. However, she says it involves “learning and forgetting” a number of behaviors that make someone effective in a transaction sales role.
For example, according to Allen, if an organization sells a high volume of low-cost solutions, something like BANT for certification might work well. However, when selling disruptive, large-scale enterprise solutions (which rarely have an existing budget for it), the seller has the ability, through the organization’s rationale for the budget and reallocation of dollars, to It plays a role in helping organizations think, she adds. “So BANT often works against us,” she says.
Sales enablement can fill this gap, so continue to build internal relationships. However, with frequent platform changes and different tasks in Sales Enablement, it can be difficult to keep up with the latest and greatest information shared with stakeholders. This also means “training the trainer” to make up for shortcomings in this space by having skilled digital agencies and vendors.
Recheck processes and messages
In a recent podcast with Modern Sales founder Pete Kazanjy, Pete said: The people you interact with are very different from the downmarket segment. The current state and buying process are very different (in large corporate deals). It should display another message. What marketing can help is that sometimes the way you talk about your product is different. Messages for each persona are subject to change. ”
MegaDeals’ Neil Passero echoes Pete’s thoughts on changing the sales process as the ABX move pulls the market up.
Related article: Are your ABM efforts helping your sales, marketers? 3 tips to consider
Improve your SDR workflow
Do you have the right dashboards or are your marketing activities impacting SDRs? In my own experience of adopting ABX at over 100 companies, marketers are more likely to see SDRs as their most productive have not sufficiently optimized their existing technology and workflows to be
For example, a marketer may be uploading event attendees and unintentionally duplicating records for fear of overwriting other data in the CRM system. As a result, SDR is left “reassembling Humpty Dumpty” by piecing together duplicate data from multiple objects or multiple areas into one coherent story. Her SDR productivity in this model is suboptimal, resulting in poor marketing conversions. If you don’t have the skills in-house to investigate this objectively, or if this is a political landmine, find an outside helper or organization that can look at this more closely and make appropriate cross-functional recommendations. please.
Bottom Line: Investigate Messaging, Selling Skills
To increase sales to new markets, it’s important to step back and look at the big picture. What platforms are you using and how are you using them? How are your messages delivered? Are your sales skills up to par? By looking at these areas and making changes as needed, you can see your sales improve.
Of course, this won’t happen overnight. It takes disciplined work and investigation to turn a ‘beat him street sales cop’ into a ‘private sales detective’. It cannot be left to chance.
