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Episode 307: How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson.

Episode 307: How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson.

My guest on this episode of Accelerate! is Lars Nilsson, VP of Global Inside Sales at Cloudera, and a pioneer in the development of the account-based sales development model. In this episode, Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts. We also get into how to align the various responsibilities of sales & marketing and talk about big data & sales analytics and how to manage them.   KEY TAKEAWAYS [4:24] Lars explains the elements of account-based sales development and how it differs from traditional sales. [9:21] Lars describes how the business model at Cloudera, selling big data solutions to large enterprises, forced him to develop a new sales model. [15:40] How many contacts should be targeted in an account based email campaign (by account size.) [18:49] Lars describes the essential touch points of a 3-step account targeted email campaign. [19:23] The essential elem

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