Account Based Marketing Sales Agenda Time Topic 10:00 – 10:45 Introductions of Participants and Expectations ABM Process at <Your Company> 10:45 – 12:00 Marketing Priorities for ABM initiative in <Your Company> Summary of research on the Account Summary of relationship history with CommScope Check for understanding; Confirm sales objectives 1:00 – 2:00 Sales debrief on <Target Account> including: Organizational structure Culture Environmental factors Key people/buying structure Account’s organizational goals (internal and external) Account’s challenges - What are their pain points? Related to our solutions, and otherwise? - How are we positioned within? 2:00 – 3:00 Sales Strategy What is sales trying to accomplish with <Target Account>? What is your plan of attack? How will you achieve these goals?