Transform your SDR Team for ABM Greatness
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The Revenue Marketer
Transform your SDR Team for ABM Greatness
Are you playing the long game or still under pressure to "generate leads"?
If you relate to the latter, we feel you! Old habits die hard and form fills are still a key metric at a lot of companies. But with the advancements in technology and AI, listening to and building a relationship with your buying groups through marketing is well within reach. Need help making the shift? We're here to help.
In this episode of The RevRoom podcast, we sit down with Jay Tuel, VP of GTM Experts at Demandbase, to explore the critical evolution of Sales Development Representative (SDR) teams into Account-Based Marketing (ABM)-focused functions.
Jay shares his experience and insights on the shift from traditional SDR roles to a more strategic, ABM-centric approach, and the essential partnership between Sales and Marketing that drives this transformation. You’ll learn:
- Key steps to transition SDR teams from an MQL-focused model to an ABM-aligned structure
- Differences between inbound and outbound SDR roles in an ABM context and how to leverage the best of both
- Effective strategies for adjusting compensation and goals to incentivize the new ABM-oriented behaviors
- Tactics to foster a tight-knit, collaborative partnership between Sales and Marketing leaders
- The importance of change management when rolling out an ABM shift and how to drive adoption across the organization
If your team is starting this journey, our guide on transforming your SDR team for ABM outlines practical frameworks and services to help accelerate that alignment and turn your sales engine into an ABM powerhouse.
As ABM is a critical component of B2B marketing strategies, aligning your Sales and SDR functions to support these efforts is crucial. Jay provides a roadmap for transforming your sales teams to thrive in an ABM-driven world, sharing real-world examples and best practices honed from his extensive experience leading these initiatives at Demandbase.
Whether you're a marketing leader looking to tighten the integration between your teams, or a sales executive navigating the shift to account-based selling, this episode is packed with actionable insights to drive greater alignment and success. Tune in to learn how to evolve your sales organization to power world-class ABM programs.
About the author
Service page feature
The RevRoom podcast
In this episode of The RevRoom podcast, we sit down with Jay Tuel, VP of GTM Experts at Demandbase, to explore the critical evolution of Sales Development Representative (SDR) teams into Account-Based Marketing (ABM)-focused functions.
Jay shares his experience and insights on the shift from traditional SDR roles to a more strategic, ABM-centric approach, and the essential partnership between Sales and Marketing that drives this transformation. You’ll learn:
- Key steps to transition SDR teams from an MQL-focused model to an ABM-aligned structure
- Differences between inbound and outbound SDR roles in an ABM context and how to leverage the best of both
- Effective strategies for adjusting compensation and goals to incentivize the new ABM-oriented behaviors
- Tactics to foster a tight-knit, collaborative partnership between Sales and Marketing leaders
- The importance of change management when rolling out an ABM shift and how to drive adoption across the organization
If your team is starting this journey, our guide on transforming your SDR team for ABM outlines practical frameworks and services to help accelerate that alignment and turn your sales engine into an ABM powerhouse.
As ABM is a critical component of B2B marketing strategies, aligning your Sales and SDR functions to support these efforts is crucial. Jay provides a roadmap for transforming your sales teams to thrive in an ABM-driven world, sharing real-world examples and best practices honed from his extensive experience leading these initiatives at Demandbase.
Whether you're a marketing leader looking to tighten the integration between your teams, or a sales executive navigating the shift to account-based selling, this episode is packed with actionable insights to drive greater alignment and success. Tune in to learn how to evolve your sales organization to power world-class ABM programs.
Resources
About the author
Service page feature
The RevRoom podcast
Transform your SDR Team for ABM Greatness
Speakers
Other helpful resources
In this episode of The RevRoom podcast, we sit down with Jay Tuel, VP of GTM Experts at Demandbase, to explore the critical evolution of Sales Development Representative (SDR) teams into Account-Based Marketing (ABM)-focused functions.
Jay shares his experience and insights on the shift from traditional SDR roles to a more strategic, ABM-centric approach, and the essential partnership between Sales and Marketing that drives this transformation. You’ll learn:
- Key steps to transition SDR teams from an MQL-focused model to an ABM-aligned structure
- Differences between inbound and outbound SDR roles in an ABM context and how to leverage the best of both
- Effective strategies for adjusting compensation and goals to incentivize the new ABM-oriented behaviors
- Tactics to foster a tight-knit, collaborative partnership between Sales and Marketing leaders
- The importance of change management when rolling out an ABM shift and how to drive adoption across the organization
If your team is starting this journey, our guide on transforming your SDR team for ABM outlines practical frameworks and services to help accelerate that alignment and turn your sales engine into an ABM powerhouse.
As ABM is a critical component of B2B marketing strategies, aligning your Sales and SDR functions to support these efforts is crucial. Jay provides a roadmap for transforming your sales teams to thrive in an ABM-driven world, sharing real-world examples and best practices honed from his extensive experience leading these initiatives at Demandbase.
Whether you're a marketing leader looking to tighten the integration between your teams, or a sales executive navigating the shift to account-based selling, this episode is packed with actionable insights to drive greater alignment and success. Tune in to learn how to evolve your sales organization to power world-class ABM programs.
About the author
Service page feature