A simple model (cont’d) sales t f kind o w elopmen art 1 nev P A de 2) Focusing the outbound team on key accounts By the end of this book, we think it’s an idea “If you want to go upmarket, The split of sales development into two teams you’re going to want to pursue. But first, let’s which you absolutely must to coincided with the rise of a powerful strategy: track back and cover the critical context of the an account based orientation (instead of a new sales development approach: account grow, you have to go outbound. lead-centric one). based thinking. Winning large customers is much While inbound teams are heavily weighted to more about causing a sale, not smaller companies (there are just many, many “As soon as the account based just catching one.” more of them), outbound teams can be focused model takes hold, it leads to more wherever they’ll make the most impact. For any Ken Krogue company chasing big deals, the natural focus personalization and more human President and Founder, for outbound sales development teams are the touch. Sales development is the InsideSales.com top tiers of named target accounts. natural place for that.” And when that happens, a new kind of machine Craig Rosenberg is born. Co-founder and Chief Analyst, This whole book is about the collision of TOPO outbound sales development with account based thinking. But for now, think of it this way: creating and training an entire team of specialists whose only job is to penetrate big, named accounts, is a very big idea indeed. 7