Contents Introduction 3 Part 7 33 Part 13 127 A bold strategy for companies that don’t The WHO of Account Based SDR tools and technology want to wait around for revenue to show up Sales Development Part 14 134 Part I 4 Part 8 46 Conclusion: an idea whose time A new kind of sales development The WHAT of Account Based has come Sales Development Part 2 8 About Engagio 136 The rise of account based thinking Part 9 59 The WHERE of Account Based Sales Development Part 3 13 Account Based Sales Development: two big ideas brought together Part 10 84 The importance of coordination Part 4 19 Silos don’t work in an account based world Part 11 95 Growing and managing a sales development team Part 5 23 Hello, Account Based Everything Part 12 120 ABSD metrics Part 6 31 The WHO, WHAT and WHERE of Account Based Sales Development 2