Account based selling and marketing are hot topics in business today. During this interview, Kristina shares research about what's working with regard to account based everything.
We discussed Kristina's views on:
The top trends in sales today.
How organizations should think about Account-Based execution.
How Account-Based changes the metrics for success for both sales and marketing.
Whether Account-Based is a realistic approach for most organizations.
An example of an account-based campaign that worked.
Finally, Kristina shares her perspective on what women in sales roles can do if they want to move into leadership positions.
Enjoy the interview!
Kristina McMillan leads the research organization behind all of TOPO’s practices. She works with TOPO’s analysts to develop best practice frameworks and actionable research that help clients cultivate world-class demand generation, sales development, and sales organizations. She is also one of TOPO's sales development experts and advises clients on all matters related to sales development. Previously, Kristina spent 12 years as a best practices consultant and practitioner helping build sales development and inside sales teams for companies such as Knova, Taleo, Eloqua, Five 9, Zmanda, and more.