o big ther oge t: twt t t Based Sales ough ounelopmen c v art 3c P A De ideas br A big idea Account Based Sales It’s all about the orchestration between marketing, sales Development is a coordinated development and sales Much more sophisticated and effective than ‘hitting strategy that combines personalized, the phones’ or blasting Built on relevance and value out emails for each individual in the multi-channel, multi-threaded, buying team Targeting the entire buying team as a team – not as ABSD never sits back and outbound activities to create isolated individuals waits for opportunities: it goes out and creates them high-value opportunities in new The big deals that fuel hyper-growth It’s just as powerful for and existing customers. customer success as it is for acquisition 15