As GTM teams are building pipelines with ABM but are struggling with accounts going dark (especially after sales engagement), Spencer Wixom (former SVP of Sales and Marketing and Chief Customer Officer at Challenger and current CEO at The Brooks Group) joined us on the ABM Done Right Podcast to discuss:
1. The fundamentals that's needed for account-based selling that most organizations (both traditional and SaaS firms) are missing.
2. What is absent in most sales teams' communications and in their behavioral profile that is limiting success in account-based selling with tier 1 enterprises that are stuck in status quo.
3. How most sales enablement does not support sales teams and account-based selling -- and the account-based enablement that's needed to win the selling conversation and the internal buyer conversations that GTM teams are not part of.
4. Why buyer groups disappear -- and do not move forward in their buying journey
5. How leadership, sales, marketing and customer success teams can drive greater alignment with key future and existing strategic customer accounts.