orld ork in an w ’t based w t oun art 4c Silos don’t work in an P Silos donac account based world The pioneers of account based approaches in general – and Account Based Sales Development in particular – have all come to the same conclusion: it works best in companies where all the revenue-generating disciplines are closely aligned. In short: silos suck. For this reason, the term ‘account based Teams that work in isolation are the ones that marketing’ is misleading and the wrong term miss opportunities; duplicate efforts; waste to describe the process we’re talking about. insights; drop the ball in clunky ‘handovers’; There’s a danger that it perpetuates the siloed and inhibit every important metric from close marketing that’s holding us back. rates to deal velocity. What really works in the account based In contrast, teams that work together in model is the close integration of marketing, coordinated programs that target key accounts sales development and sales (plus customer are dramatically and measurably more efficient success for those who have the discipline). and effective. 20