1. 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?