“We have different tiers of accounts,” Ansley said. “For our top accounts, marketing gives us direct support. For lower accounts, they’re not creating custom landing pages, but they do provide more general support.” The bottom line? The entire effort is aligned—both in sales and marketing. And all the team’s efforts are pointed squarely at one thing: landing bigger deals.
Sales tips for reps converting to, converting to ABM might feel a little france cell phone number list different than a traditional sales model. Throughout our talk with Ansley, he dropped a series of strategies for reps who might be new to the ABM approach. If you (or anyone on your team) are new to the ABM approach, here are a few specific, actionable tactics Ansley mentioned that you can try: 1.
Let people see you looking at them on LinkedIn Set your LinkedIn to allow people to see you when you visit their profile. One of Ansley’s reps was worried that he’d visited a certain person’s profile too many times, that the prospect would think “I was stalking him.” “It’s better to let people know that you’ve done your homework,” Ansley said.