How to Use Account-based Sales Development to Drive Sales Growth. With Lars Nilsson. #307
My guest on this episode of Accelerate! is Lars Nilsson, VP of Global Inside Sales at Cloudera, and a pioneer in the development of the account-based sales development model. In this episode, Lars and I discuss the evolution of Account-Based Sales Development (ABSD), and how Cloudera is effectively using ABSD to drive its sales growth with major accounts. We also get into how to align the various responsibilities of sales & marketing and talk about big data & sales analytics and how to manage them.
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More about Lars Nilsson
What’s your most powerful sales attribute?
Who is your sales role model?
Kevin Mosier and Tom Reilly.
What’s one book that every salesperson should read?
The Greatest Salesman in the World by Og Mandino.
What music is on your playlist right now?
Elton John, Simon and Garfunkel.
Contact Lars Nilsson
Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.
Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)