For enterprise, Mark describes account-based selling as a fixed list of target accounts worked by one account team of marketing, SDR, AE and account manager. Listen
He says the team works together on a single account, with the AE attending a trade show where a chain's president is speaking and the SDR cold calling regional directors with different messages. The team acts as one account team rather than separate silos.
“this is almost like a account team where it's like we're working together as as the digital marketer, as the SDR, as the account executive, as the account manager”
Listen to the episode Episode Pipeline & demand generation Link to this