Account Targeting

Account based selling has huge potential.  But there are also pitfalls.  This post shares four common pitfalls and how to overcome them.

Top 4 Account-Based Selling Mistakes to Avoid

GREGORY KESHIAN | Jun 27, 2019
Account-based selling (ABS) approaches are increasingly common.  Most B2B sales organizations put an account-based strategy in place at some point.  Account-based selling can be really effective.  It ensures reps are targeting the best accounts, which either marketing or sales leadership has identified.  ABS can drive your business forward strategically by going after the best logos.  But, there are lots of ways that account-based selling can fail.  When this happens, it derails your reps, wastes lots of time, and frustrates everyone involved. Below, we'll look at 4 common pitfalls that can make your account-based selling strategy go down in flames.  And, of course, we'll show you how to avoid them!
Read these books for account scoring

What 3 Great Books Tell Us About Account Scoring

GREGORY KESHIAN | Jul 02, 2018
If you are looking for some summer reading, I highly recommend these 3 books: "Moneyball" and "The Undoing Project", by Michael Lewis, and "Thinking, Fast and Slow" by Daniel Kahneman. All 3 are fascinating and enjoyable in their own right. But for those of us who like to apply lessons learned into the context of our marketing and selling lives, I've made some connections between topics described in the books, and how we can be more effective marketers and sellers.
EnterpriseDB gains unprecedented visibility into account growth with Rekener.

EnterpriseDB Gains End-to-End Visibility for their Business With Rekener

GREGORY KESHIAN | Apr 18, 2018
Learn how EDB is using Rekener to allocate sales and marketing resources in order to grow accounts more quickly and efficiently. At the same time, the EDB team is automating the SaaS metrics that are necessary to instrument the business for growth. Bottom line: EDB is gaining unprecedented visibility while winning back valuable time.