Hello hello everyone, so I have a lot of experience doing cold calls and cold email outreach to individual leads of an account that our company would be interested in converting as customers. That is still the same outreach applied by our SDR team, I believe it is a time for change and to start chasing bigger accounts that would yield better average deal size and more of an interesting challenge, since our current approach is not scalable anymore and the team's conversion rate is consistently dropping.
But that's where my roadblock comes into play, I have very limited success in account-based selling and that is why I am coming to you with amazing experienced people from various areas. I have found and read a lot of articles, however, most of those are marketing content written by a person whose job is to generate leads and haven't actually sold anything.
How do you approach Account-based selling? Do you have a framework? What are the DO's and what are the DONT's? Any feedback would be highly appreciated
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