Account-Based Selling with Josh Roth

Overview

Josh goes over different actionable techniques and tips for implementing account-based engagement in selling. 

Speaker

Josh, Senior Director of Inside Sales at Lob, is a sales leader, coach and builder with over 10 years experience in sales. He builds and manages teams to drive revenue and exceed quotas year over year. Normal people wouldn’t jump into a business with $200k of debt just for a 1/3 stake. I did, and 4 years later the debt is cleared and we have $1.5m EBITA. 

Quotes

Over 80% of emails go completely unopened, so find ways to target prospects in ways that they are not receiving the same outreach.  

Key Points

Account Planning with “The Stack”: 

-Who is your target? 

-What do you know about them? 

-Why do you think you can help? 

Questions to ask yourself regarding Salesforce: 

What contacts exist? 

What meetings have previously occurred? 

What opportunities existed? 

Are there any champions? 

Is there anyone who’s taken multiple meetings who could be a champion? (Watch out for tire kickers!) 

Who’s come inbound in the past? 

Alignment: 

Dig into your resources 

Who/where should the SDR target? 

Team selling: who knows who? 

Does the AM/CSM have a role to play? 

Is there marketing budget to drive towards an event or case study? 

Focus and align on account messaging