The world of sales has changed and now, more than ever, the cards are stacked in the buyer’s favor. Progressive sales teams are adapting to leverage technologies and processes that align with the buyer’s journey -- not the seller’s goals. Amongst the approaches that sales teams are adopting, two methodologies have risen to the top: Inbound Sales and Account-Based Selling. Are they bitter rivals, complementary strategies, or something in between? Learn from sales leader, Steve McKenzie, about the benefits of both approaches, and why you might be leaving money on the table if you only ask “Which one is right for my sales team?”
Steve McKenzie is a SaaS sales leader, with experience building and managing high-growth sales and marketing teams. As VP Sales at sales performance analytics company, InsightSquared, Steve has grown sales by leveraging CRM data and developing processes to scale efficiently. Steve’s time spent running both sales and marketing, coupled with his data-driven approach to growth, provide him with a truly unique perspective on how to build a powerful, scalable go-to-market engine. Executives and sales reps alike will enjoy Steve’s accessible approach to scaling sales, and come away with actionable insights to start driving revenue in their businesses immediately.