Pause for breath… Okay, we’ve seen the emergence of two big ideas: For the rest of the book, we’ll drill down into the Who, a dedicated sales development role and an account What and Where of ABSD – a deep dive into the engine based approach to revenue generation. room of your ABE strategy. We’ll also show you how to build a team, coach them for success and run And we’ve seen why it’s so important to build your a successful ABSD operation. Account Based Everything strategy on an integrated sales, marketing and customer success team Get this part wrong and you may find yourself spinning (instead of a silo). your wheels a bit. We’ve seen that a specialized Account Based Sales Get it right and you’ve strapped your company Development role is a coordinated, multi-channel, to a rocket. outbound effort that doesn’t replace but complements your existing, inbound lead-generation. 3030