Craig Rosenberg comes on the Salesman Podcast to discuss the huge benefits in taking an account based approach in B2B sales.
This is a trend and a shift happening in the marketplace right now which is going to have a real impact on the success of sales professionals.
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Account Based Everything
The show is kicked off with Craig taking things a step further than just account based sales with his account based everything philosophy.
“The keywords are custom and personalised” – Craig Rosenberg
Craig then shares his thoughts on how marketing and the other teams within customer acquisition fit into the account based approach.
“We have a get in the door problem. That is solved by high value offers up front.” – Craig Rosenberg
The show is wrapped up with the guys diving into the issue of ‘getting in the door’ with prospects who have been spammed by marketing and bombarded with straight up, value sucking sales cold calls over the years.
The answer is the same as it always has been, giving value up front.
Guest info:
Craig Rosenberg is the co-founder and Chief Analyst at TOPO. Craig works with some of the fastest growing B2B companies in the Valley, and has consistently been voted one of the top Sales and Marketing influencers by his peers.
Show notes:
linkedin.com/in/craigrosenberg
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