The Power of Account-Based Selling: A Strategic Approach to Targeted Sales

Not all revenue is good revenue.

In this episode of Scaling with Sumeru, Mike McLaughlin, Growth Partner at Sumeru and Rex Galbraith, CRO at Consensus discuss Account Based Selling and how it can be a powerful technique to durably scale enterprise SaaS businesses.They emphasize the need to take a bottoms-up approach and consider the performance of the best team member as a benchmark for estimating the entire team's capabilities.

Together they explore the fascinating shifts in sales psychology, where the emphasis should be placed on prioritizing good revenue over simply meeting quotas. Rex shares some insightful coaching on leadership experience, with the intention of achieving a strategic and successful growth strategy.

Join us as we discuss:

• The importance of creating both ideal and non-ideal customer profiles
• Metaphorical comparison of forecasting with a microscope vs. a telescope
• Differences between account-based selling and traditional inbound marketing
• Friction between sales and marketing teams
• The shift in focus from SMB to enterprise pre-sales market