Account Based Strategy — Shari Johnston // Winning by Design
Shari Johnston
Winning by Design
- Part 1 Account Based Strategy — Shari Johnston // Winning by Design
- Part 2Ideal Customer & Segmentation — Shari Johnston // Winning by Design
- Part 3Elevating women in Rev Gen — Shari Johnston // Winning by Design
Show Notes
Quotes
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“Account-based strategy as we developed it is really unifying your entire go-to-market team around an account-based strategy while account-based marketing originated from back in the day of sort of moving from a more targeted demand gen strategy.” - Shari Johnston
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“To really move the needle, there needs to be a team effort across go-to-market teams to unify who you're targeting, how you're orchestrating, and how you're measuring. So we can deliberately ensure that sales teams, SDR teams, and customer success teams feel involved in the whole process as well.” - Shari Johnston
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“We typically see in the 25K and above average deal size you can start a one-to-many account-based strategy where the unit economics typically make sense to have a much more bespoke point, go-to-market strategy around how you're acquiring your customers” - Shari Johnston
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“Really look at your ACV and determine where you might fit in those one-to-one, one-to-few, or one-to-many bands” - Shari Johnston
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“ABS is something that should not be lightly considered in terms of its organizational impact There's a lot of change that goes into that. So it's important that you start maybe with the tail or the trunk of the elephant.” Doug Bell
- Part 1 Account Based Strategy — Shari Johnston // Winning by Design
- Part 2Ideal Customer & Segmentation — Shari Johnston // Winning by Design
- Part 3Elevating women in Rev Gen — Shari Johnston // Winning by Design
Up Next:
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Part 1Account Based Strategy — Shari Johnston // Winning by Design
Account Based Practice Lead, Shari Johnston, discusses account-based strategies and account-based marketing. When is your organization ready for an account-based strategy, and how do you prepare your organization for that shift? We also look at the different motions within ABS and how to identify the most suitable for your organization.
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Part 2Ideal Customer & Segmentation — Shari Johnston // Winning by Design
Account Based Practice Lead, Shari Johnston gives a breakdown of how to identify your ideal customer profile. By identifying your ICP and segmenting them accordingly, your organization can tailor your marketing efforts to target your most valuable customers. In turn, your organization is able to generate high-quality leads and better profit margins.
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Part 3Elevating women in Rev Gen — Shari Johnston // Winning by Design
Account Based Practice Lead, Shari Johnston talks about the underrepresentation of women within the revenue operations field. She also discusses the changes that could be made to make teams more diverse and how her organization, Women In Revenue is helping champion equality. At the end of the day, diverse teams simply perform better.
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