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Full-Funnel B2B Marketing Show
Episode 151: Account-based journeys: how enterprise sales reps create multi-channel journeys to book more calls with Magali Finet-Perdu
Jan 20, 2025
Dive into the world of enterprise sales with a live case study on account-based journeys. Discover innovative multi-channel tactics to book more calls and engage decision-makers. Learn how sales reps can attract attention and navigate complex corporate structures. Explore effective content strategies that leverage storytelling and peer influence. Delve into the importance of collaboration between sales and marketing teams, and uncover the value of consulting partnerships in enhancing account-based efforts.
01:01:43
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Quick takeaways
- Collaboration between sales and marketing teams is essential for developing account-based strategies that enhance outreach and client engagement.
- Strategically identifying target accounts and nurturing relationships with stakeholders significantly increases the chances of success in enterprise sales.
Deep dives
Challenges in Enterprise Sales
Selling in a mature and saturated market presents several challenges for enterprise sales representatives. The intricate process involves multiple decision makers across various departments, making it a lengthy endeavor. Agencies often establish budgets that are determined annually or even for a three-year cycle, which complicates the sales process further. As a result, sales professionals must navigate these complexities while striving to accelerate the sales cycle, generate leads, and increase signature rates effectively.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode