The blog
How to run account-based sales.
One motion, three stages, seventeen steps. Each post takes one of them apart.
Account-based sales
What is account-based sales? Not ABM, and not outbound.
Account-based sales is what a rep does inside one named account: research it, map the committee, form a point of view, multi-thread it. Not ABM, not outbound.
ReadProspecting · step 3
How to build a hypothesis for every account on your list
A sales hypothesis is a claim you can be wrong about. How to build one for every account in account-based prospecting, and what it changes downstream.
ReadClosing · step 1
Buyers with power: mapping the committee before you pitch
Buying committee mapping, step by step: who holds power in an enterprise deal, how to tell budget authority from seniority, and how to multi-thread from it.
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